• This topic has 3 replies, 3 voices, and was last updated 3 months ago by Will Barron.
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  • #9516143
    When to chase and when to hold back?
    Shane Reynolds
    Participant
    Nov 7, 2023

    Hi all,

    I’m Shane from Ireland. I just joined a few days ago.  I want to get some ideas from others on this.

    I find for me the calls and presentations go pretty well and when we get down to the business end of the conversation meaning we are on the last steps to closing the deal. I am finding that I get the excuses of “I’m Travelling for the week and we will follow up with our next steps” or they ghost you for 1-2 weeks and usually come back with “It’s been so busy here the last few weeks. I will follow up next week”

    My question here is how do you know when to chase and not to chase? If a client tells you they will contact you back but don’t, how long should you wait? How many emails is enough before they either get pissed off with you but at the same I think you need to check in with them to see what’s going on.

    This is a bit of a headwrecker for me so appreciate any help or advice

     

    Regards

     

    Shane

    #9516175
    Will Barron
    Keymaster
    Nov 13, 2023
    Will Barron Nov 13, 2023

    Hey Shane, we’ve touched on this on our calls last week.

    Ideal situation:

    There shouldn’t be a time that you have to wait for anything. Each meeting should end with a micro-close for the next.

    Otherwise:

    You shouldn’t “check in”. This delivers no value to the buyer.

    You should reengage them with a message that is difficult to not to respond to using the “curiosity loop”.

    Additionally, I think I said this to you specifically on the call – If someone hasn’t told you that they’re pissed off, then there’s no reason to believe that they’re pissed off.

    #9516625
    Eric Foster
    Participant
    Feb 17, 2024
    Eric Foster Feb 17, 2024

    I need to work on this myself…..I like Will’s comment on “micro commitments”.  I heard someone recently recommend that the last step in the sales call agenda should be “Calendars Out” in order to lock down the next visit before you even leave the customer’s office.

    #9516628
    Will Barron
    Keymaster
    Feb 19, 2024
    Will Barron Feb 19, 2024

    I need to work on this myself…..I like Will’s comment on “micro commitments”. I heard someone recently recommend that the last step in the sales call agenda should be “Calendars Out” in order to lock down the next visit before you even leave the customer’s office.

    There’s a workshop on “micro-closing” in the program that you’ll enjoy.

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