When Hot Prospects Go Cold
There are few things more difficult for a salesperson to do than reengage with someone who was once a hot prospect. After all, something cataclysmic must have happened to turn them against you, right? The first step is to take a deep breath and understand that there are (relatively simple) ways to get back into that prospect’s good graces.
Everyone wants to be allowed to buy without pressure. So when engaging a prospect after that prospect has gone cold, the key is to meet their needs rather than try to force a sale.
One of the biggest challenges salespeople face is reengaging stalled prospects. There are many reasons that deals stall, but they can be boiled down to two primary reasons: no planned objective for the sales call and/or not enough value created during the sales call.
Of course the best way to make sure you don’t have to figure out how to reengage a prospect is to make sure they never go silent in the first place. So how can you make sure prospects don’t stop talking to you?