Nothing in the pipeline? You’ll fall all over yourself to close the deal!

Have you ever felt like your ego was crumbling away as you followed up – relentlessly – on a deal that you thought would close weeks ago? You’re not alone.

It sounds like this: “Just following up on the information we provided…” or “Call me at your convenience…” or “I wondered if you had time to review the proposal …” If you take nothing else away from this blog please know this – it will never, ever be convenient for a prospect (or even a client) to call you back – so stop saying it!

I love salespeople. Problem is… you guys and gals have this knack of following up to close the deal. It’s a natural behavior after giving a proposal, quote or presentation – to salespeople it makes perfect sense. After all… the prospect seemed interested. They said they would make a decision. Our solution definitely solves their problem. Not only that – if there are no other deals in your pipeline you HAVE to follow up! You HAVE to close the deal. You NEED the business. Have you ever ruined a weekend wondering why you didn’t get the call on Thursday or Friday … and hoping like crazy that you would get the call on Monday?

Huge problem! If you NEED the business you will do whatever it takes to get the business. You will do things that don’t make sense (in strong selling). You will leave voicemail after voicemail after voicemail followed by email after email after email … sound familiar? If a miracle happens and you do speak to your prospect you sound so needy that if you were to have an out-of-body experience and sit next to yourself you’d be embarrassed.

Solution: START PROSPECTING. I know you hate it – you’re supposed to. Doesn’t matter. You have to do it. Your job is to talk to people you don’t know about something they probably don’t want to buy – it’s called sales. The more deals in the pipeline the less ‘desperate” you will feel and behave in front of prospects. If you can’t stand the rejection see if your company needs a project manager or someone that stays in the office and writes up quotes and proposals – oh yeah… those jobs don’t exist anymore.

[button url=”” text=”Ready to get in the game?”]

Posted in

Dave Tear

Dave is passionate about selling & helping others understand the sales process. Whether a client company has a 5 person sales team or a 300 person National sales force, Dave can Coach & Train them to be the best in their industry.
Get in Touch

Ready for Your Sales Team to Take it to the Next Level?

Dave's helped dozens upon dozens of companies up their sales game. Find out how he can help your team take it to the next level!

Also from the Sales Coach's Corner...

Motivation Does Not Work!

There! I said it. Owners of Companies, Presidents,  VPs of Sales & Sales Managers ... HEAR THIS... You ...
Read More

Sales is nothing more than setting expectations

How many times have you left a sales appointment... walked to your car in the parking lot... & ...
Read More

The rules have changed in sales

The rules have changed for Salespeople! Prospects are more educated than they have ever been before. Companies are ...
Read More