{"id":464,"date":"2016-04-12T13:06:17","date_gmt":"2016-04-12T18:06:17","guid":{"rendered":"http:\/\/www.melissawhitakerintl.com\/blog\/?p=464"},"modified":"2016-08-02T14:22:58","modified_gmt":"2016-08-02T19:22:58","slug":"when-deals-stall-out","status":"publish","type":"post","link":"https:\/\/www.melissawhitakerintl.com\/blog\/2016\/04\/12\/when-deals-stall-out\/","title":{"rendered":"When Deals Stall Out"},"content":{"rendered":"<p><strong><a href=\"https:\/\/www.melissawhitakerintl.com\/blog\/wp-content\/uploads\/2016\/04\/Barrier-Roadblocks.jpg\" rel=\"attachment wp-att-465\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-465\" src=\"https:\/\/www.melissawhitakerintl.com\/blog\/wp-content\/uploads\/2016\/04\/Barrier-Roadblocks.jpg\" alt=\"Barrier Roadblocks\" width=\"261\" height=\"221\" srcset=\"https:\/\/www.melissawhitakerintl.com\/blog\/wp-content\/uploads\/2016\/04\/Barrier-Roadblocks.jpg 800w, https:\/\/www.melissawhitakerintl.com\/blog\/wp-content\/uploads\/2016\/04\/Barrier-Roadblocks-300x253.jpg 300w, https:\/\/www.melissawhitakerintl.com\/blog\/wp-content\/uploads\/2016\/04\/Barrier-Roadblocks-768x648.jpg 768w, https:\/\/www.melissawhitakerintl.com\/blog\/wp-content\/uploads\/2016\/04\/Barrier-Roadblocks-356x300.jpg 356w\" sizes=\"auto, (max-width: 261px) 100vw, 261px\" \/><\/a><\/strong><\/p>\n<p><strong>Self- Analysis of the Situation:\u00a0 Questions to Ask Yourself<\/strong><\/p>\n<p>Did I properly interpret the customer\u2019s buying signs?<\/p>\n<ul>\n<li>Did you create value?<\/li>\n<li>Have you given the prospect a sense of urgency?<\/li>\n<li>Are you giving them space and support through their buying fears?<\/li>\n<li>Did I miss-interpret their commitment level?\u00a0 Was it low commitment or high commitment?<\/li>\n<li>Did you connect the dots of their needs to your value correctly?<\/li>\n<\/ul>\n<p><strong>Tips for Working Through the Stalled Sale:<\/strong><\/p>\n<p><strong>Follow up with purpose<\/strong><\/p>\n<ul>\n<li>Create a purpose to your follow up.\u00a0 Don\u2019t just call and say \u201cI\u2019m following up\u201d this creates no value for the prospect.\u00a0 Continue to create value by offering them some additional information or re-defining an option or ask a question.\u00a0 A voicemail that states \u201cI\u2019m just following up, give me a call back\u201d can easily be ignored.\u00a0 However, if you say \u2013 \u201cI have more pieces of information that you may be interested in\u2026give me a call back\u201d or I wanted to clarify further a point we were discussing.. each voicemail gives your call a purpose and gives them a call to action.<\/li>\n<\/ul>\n<p><!--more--><strong>Don\u2019t Just Check In<\/strong><\/p>\n<ul>\n<li>\u201cI\u2019m just checking in to see where you are at in deciding..\u201d\u00a0 Again, this puts the prospect in control to call you back or define where they are at.\u00a0 Create value and urgency.<\/li>\n<\/ul>\n<p><strong>Create Urgency<\/strong><\/p>\n<ul>\n<li>Remind the prospect of what it is costing them to NOT make the change.\u00a0 Often people stall on making a change thinking it will create chaos and upset current business.\u00a0 Prospects often focus on the \u201cunknown\u201d chaos that occurs around change instead of realizing how much staying where they are is costing them.<\/li>\n<\/ul>\n<p><strong>Verify with Prospect the Priority of this issue<\/strong><\/p>\n<ul>\n<li>Often the situation is still the same, but someone else on the buying team has decided that it is not top priority right now.<\/li>\n<\/ul>\n<div><\/div>\n<ul>\n<li>Sympathize with your prospect, \u201cI realize that this situation is frustrating for you.\u00a0 You have put so much energy into this and now you feel discouraged because others are seeing things differently.\u00a0 I would really love to speak with so-so to see their viewpoint\u201d \u00a0Let me help you to get this back on track again.\u00a0 Remember you are the advisor- helping them along the way.<\/li>\n<\/ul>\n<p><strong>Give Space<\/strong><\/p>\n<ul>\n<li>Sometimes it is truly that they had to move the issue to the back burner as they handle an issue.\u00a0 Give proper space as they handle those priority issues but yet continue to create value for the prospect and don&#8217;t give too much space.<\/li>\n<\/ul>\n<p><strong>Listen Closely<\/strong><\/p>\n<ul>\n<li>Listen very carefully to the objections the prospect is giving you.\u00a0 What are their fears?\u00a0 Peel back the onion by asking open ended questions to discover what may be the \u201creal\u201d reason for the stalling \u2013 not the false reason.<\/li>\n<\/ul>\n<p><strong>Ask for Feedback<\/strong><\/p>\n<ul>\n<li>Be honest.\u00a0 Say I am trying to be the best at my job and I would just appreciate if you could give me some feedback on this situation.\u00a0 Is there something I could have done differently?\u00a0 Be open and not combative.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>Self- Analysis of the Situation:\u00a0 Questions to Ask Yourself Did I properly interpret the customer\u2019s buying signs? Did you create value? Have you given the prospect a sense of urgency? Are you giving them space and support through their buying &hellip; <a href=\"https:\/\/www.melissawhitakerintl.com\/blog\/2016\/04\/12\/when-deals-stall-out\/\">Continue reading <span class=\"meta-nav\">&rarr;<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1,155],"tags":[148,94,102],"class_list":["post-464","post","type-post","status-publish","format-standard","hentry","category-mwi-news","category-sales-insight-tips","tag-improved-results","tag-increased-sales","tag-sales-excellence"],"_links":{"self":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts\/464","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/comments?post=464"}],"version-history":[{"count":1,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts\/464\/revisions"}],"predecessor-version":[{"id":466,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts\/464\/revisions\/466"}],"wp:attachment":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/media?parent=464"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/categories?post=464"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/tags?post=464"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}