Perfect Sales Tip - Never Give Up

Ever wonder why prospects don't respond immediately to your emails?

There is a really simple reason.

They have more important "stuff" to deal with every day that is more important than your solution.

Yes, your product, service or solution might be the next best thing since sliced bread (where did that expression come?) but it's highly likely they have other, more pressing issues that need to be dealt with.

Allow me to share two recent examples.

A few weeks ago, I spoke with a prospect about training for his team. He and his colleague are very interested in pursuing this idea. However, after I sent a proposal it took almost several weeks before he responded and that was after I sent a follow-up email. His response included, "You can imagine the workload lately is certainly not slight, so please forgive us if we don't respond right away!"

The second example is a personal one.

A family member recently experienced a serious medical issue and I couldn't concentrate on work. It was difficult to concentrate and focus on work so I postponed calls, a few meetings and even declined some work because I wanted-actually needed-to deal with her situation.

Turmoil has always been an issue in the business, but in today's business world it has become even more prevalent. Turmoil, change and uncertainty has become the new normal.

I will go on record and say that virtually every one of your prospects has more important issues to deal with than implementing your solution.

Rather than get frustrated it is important to adapt.

Look at their business from their eyes.

Be patient.

Find ways to stay in contact with them.

But don't give up.

If you can find creative ways to keep your name in their mind and empathize with their situation you will stand out from your competition and eventually earn the business.