Dealing With False Starts
Everyone can think of a scenario where you thought the conversation was going one way, only to find that the momentum stops.
Mike & Mike discuss their experience with false starts, how to avoid them, and why they occur. Whether it was with a customer, with your child, with your spouse. This is a common occurrence in sales. We think we have an opportunity, we think we are moving forward with a deal, we think we are ready to go to market, then something changes. You don’t get a call, someone misses a meeting, a contact becomes non-responsive.
How do you get customers to re-engage?
False starts and stalls are just part of the process. The approach you take to address this, re-engage with the customer, and regain momentum, is what will seperate you from the pack as a sales rep.
On a previous podcast we discuss the importance of Account Planning – you can hear our perspective & approach on that episode.
Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning. We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive.