Dead Silence From Your Prospect:
The Worst Sound Of All
          By Ari Galper, Founder of Unlock The Game™

Could this be the worst moment in your selling cycle?

You've done all the right things with your prospect:

• You've identified a real need and developed a reasonably solid relationship.

• You've determined that your prospect is interested in your solution.

• You've had a couple of great meetings or conversations that let
   the prospect move the sales process forward.

• You've supplied everything needed to  make a final decision.

• And you've followed up, as customary, by leaving messages
  or e-mails to see if you can get a final decision

But instead, all you're hearing is dead silence.

Not a word. Not a peep.

"I don't get it," you say to yourself.

"Everything was going so well, there's definitely a fit, we had a good relationship.

Then, all of a sudden, nothing.

What went wrong?

I know this feeling well because just about everyone who gets
in touch with me (and I speak with dozens of you almost every day)
struggles with this exact desperate situation --- wondering what went wrong,
why your prospect has broken off communication, and, most importantly,
what you can do about it.

The only person who can solve this mystery is -- guess who? Your prospect.

You may have done all the "right" things throughout the sales process, but,
somewhere along the way, he or she has never felt truly comfortable enough
to tell you the truth about where they really stand with the decision to buy
or not buy your solution.

Why not?

Because in most cases prospects don't want to hurt your feelings
by telling you something that might disappoint you.

The problem is, something in your selling approach (your tone of voice,
your attempt to create forward momentum, your use of traditional
sales language) told them that the most important thing on your mind
was making that sale.

However, what your selling approach must do is let prospects feel comfortable
telling you the truth, all the way through the sales cycle, about exactly where you
stand with them, without their having to worry that you'll feel disappointed.

This is the gap that makes it easier for prospects to break off communication,
because keeping you at bay lets them feel safer and more in control.

Take "following up" as an example.

When you call or e-mail to follow up,
what message are you really sending?

Consider this: that you're pursuing and trying to move closer to your sale.

This triggers sales pressure that makes prospects protect themselves
by retreating behind their wall of silence.

Is there anything you can do in these situations?

Yes, definitely.

Don't worry, all is not lost -- but it's important that you look at how something you
did or didn't do may have created the situation.

My guess is that, at this point, you'd like to hear is the "truth" about
where you stand with your prospect, no matter what that truth is, right?

So, how do you get to it?

Not by moving forward, but by moving backward to try to repair the hidden break in the relationship. "I don't understand," you say. "How would I do that?" It's simple:

1. Just Give your prospect a call (avoid leaving a voicemail, and send an e-mail
    only if you have no other options) in which you convey the following message:

2. "Hi John, it's Ari with XYZ company, how are you? John, I'm not calling about
     moving the project forward or anything about the project itself. I'm just calling
     to apologize...I haven't heard from you for a few weeks and I figured it must be
     my fault or something that I may have done, maybe I dropped the ball somewhere
     along that way...so I'm simply calling (or writing) to see if you wouldn't mind
     sharing some feedback so I can improve for next time?"

In other words, you apologize.

That's right -- you apologize because it's crucial for you to take the high road
and be willing to be told that something on your end did cause the communication breakdown.

However, most of the time, prospects will find your apology so disarming that they'll stop worrying about you trying to "sell" them and will finally
feel comfortable telling you their truth.

Try it, and let me know how it goes.

To Your Success,

P.S.  Click here to learn about the Unlock The Game™ learning packages

 


       
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Ari Galper is the founder of Unlock The Game™, the only selling program that completely eliminates pressure from the selling process. His Unlock The Game™ Sales Program
has helped thousands of entrepenuers and sales professionals worldwide.
Visit  http://ww.UnlockTheGame.com  to take a Free Test Drive!

Is Selling Painful For You? 

It's not your fault -- and there is a better way 

Is this how selling is starting to feel like for you?

Old "tried and true" cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition.

OLD SALES GURU MYTH # 1  - "Cold calling is a numbers game."  But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES.

OLD SALES GURU MYTH # 2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.

OLD SALES GURU MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want.

It offers you a new way of thinking about selling, from cold calling -- the most dreaded selling experience of all -- to the end of the sales process.

You don't have to abandon the selling skills you already know -- Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results.

It's incredibly effective.

Best of all, it's easy to learn.

"Unlock The Game is a breakthrough that takes the rejection out of cold calling"   "In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!" Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs.        Brian Tracy

Want to learn more?
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That Put the Old 'Sales Gurus' 
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	Make less cold calls - and get better results
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	Get rid of your "Fear of Phone" once and for all
	Stop chasing prospects and gain the respect you deserve

Take The Free Test Drive:  Enter your First Name, Primary Email, Phone Number and Your Selling Challenge below to get the first of your 10 free Unlock The Game cold calling audio mini-lessons:  

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To your success,

 

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