I spoke to a sales person last week who promised to send me information via email. He did. 3 times. Each time he sent it and called me to ask “so what did you think”, to which I replied “I didn’t get it”. As it turns out, I deleted it, mistaking it for spam each time. The title he had given was his product name. Even with spam filters on full blast, I get 60% spam in my inbox. If it’s not from someone I know or has a subject line mentioning something relevant to me or my company, I delete it.
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Inevitably, stumbling blocks appear during sales negotiations. Here are a few simple ideas for helping your prospect get past the problem and get the opportunity back on track.
• How do we get past this?
• If we could find a solution to this issue, would you want to proceed (check that the issue is not just an excuse/objection)
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