The Bad News
No responses to your calls and no replies to your emails – your sales prospect has gone dark! This can be frustrating – especially after good initial sales calls and a seemingly interested new client. The question is, has the sun set on your deal, or can you reignite the sales opportunity with your target client?
Do you despair and simply give up, flood the client with more calls and emails, or craft an approach to figure out what caused the client to go dark?
The Good News
In the sales process, it’s not over until it’s over. Your job now is to create a sales strategy that will give you the information you need to make a sound decision about working (or not) with this prospect.
The Steps to Take When Prospects Go Dark
Here’s what you need to do to figure out how to handle this qualified sales opportunity going forward:
The Bottom Line
Almost every sale has its stops, starts, bumps, and smooth patches. The best salespeople persevere through the challenging times by reviewing the opportunity and adjusting their approach. Are you keeping apprised of changing events in your prospect’s organization so you’re ready to adapt to their current situation?
To learn more about what sales reps should do when a sales prospect goes dark, download 3 Critical Sales Warning Signs at Your Strategic Accounts
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