Minimizing The Loss Of Urgency With Your Prospects

There are certain scenarios that can occur during the sales cycle where;

A prospect begins to second guess their need for your solution.

A prospect begins to second guess their need to make a change.

A stakeholder(s) are against making a change.

A prospect loses their urgency.

A prospect wants to “back burner”the deal because things are “Crazy right now with the pandemic, reopening, etc”.

There are any number of scenarios that occur that can derail the deal!

How To Preempt These Things (Or At Least Give It A Damn Good Try)

Foreshadow the scenario!

In other words;

Let them know about something they might experience in the NEAR future and suggest how they might handle it.

Example: Let’s say you have a prospect and you can tell that even though they’re on board, they are going to face lots of internal push back.

You could say “Based on what you’ve been telling me, you might find yourself in a situation where you really have to sell this internally. Here are a few ways you might do that ________________” or you could foreshadow this by asking them how they plan on responding to internal pushback.

You can foreshadow a higher price.

You can foreshadow distractions taking them off course.

You can foreshadow second guessing a decision.

The point of foreshadowing is to get them to “visit that place” and agree with you in advance, on how they will handle it.

Last, but not least;

I’m not suggesting that you throw a bunch of random foreshadowing tactics at a prospect;

I’m suggesting that you read your prospect properly and;

Use the tactic as you see fit.

Make sense?

Homework: Think about how you will “foreshadow” delays and loss of urgency due to the pandemic and the reopening of business. Discuss with your team and then;

Get out there and apply this tactic!

We’re going to be discussing this tactic (and others) during our How Sales Reps Can Navigate The Reopening Of Business webinar this Thursday at 11:30 am EST.

We’ll be talking about how you can be of value to decision makers as well as HOW you should change your messaging and;

How to keep your deals moving forward at a time when decision maker’s will be incredibly distracted and HESITANT!

Have you signed up yet?

Here’s what you’re about to miss;

How To Become More Valuable and Relevant To Your Prospects and Clients During The Reopening Phase.
4 Approaches To Finding New Opportunities During The Months Ahead.
An Important Tactic To Ensure That You Remain “Top Of Mind”.
4 Email Templates That Will Help You Stand Out Right Now.
2 Phone Scripts Designed For The Reopening Phase.
How To Keep Your Deals On Track When Your Prospect Is Incredibly Distracted.

When?

Thursday, June 25th, from 11:30 am to 12:30 pm EST

What’s Included?

(1) 60-75 minute live training

Webinar Replay

4 Email Templates

2 Phone Scripts

1 Follow Up Cadence To Keep Your Deals On Track

How Much?

$99

Paul Castain's Blog