When Hot Prospects Go Cold

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.

How To Reengage Stalled Prospects

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.

What It Means When Your Prospect Goes Silent (It’s Not Good)

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?