- Why aren't they calling me back?
- Why aren't they taking my calls when I call a trillion times in one day? In one week? In two weeks...?
- How come they aren't answering my million emails?
- Why won't they just tell me what is going on?
The feeling from the sales person's perspective is, "I don't get it. I don't know why they aren't getting back to me. We have spent so much time together and I feel like I have done everything right so far." Some version of that...
We need to get back to basics. It comes back to one simple question:
Why are you reaching out to them in the first place?
A lot of the times when you ask yourself this question rather than asking yourself why they aren't responding to you, you will start to realize that you missed something. Maybe you will realize that at the end of your last call when you setup the next step for a "closing call" you actually have no idea why you are setting up that call. Take 10 minutes and go back through your opportunity. Look at your notes, look at your activity history to understand what you are missing.
If you take some time to rethink what has already gone on and figure out what YOU are missing this will what the prosepct is missing. This will lead to a new understanding of why they probably went dark on you.
Here is an example...
The sales person has an exploratory call, a strategy call and then a demo with a qualified prospect. They did all the typical things in the sales process that they think they need to do. Great, good job. Then at the end of the demo the sales rep sets up a "closing call" - PS, a "closing call" is your language, not theirs. Think in line with how your prospect is thinking. Not how your internal sales process works.
Questions you can ask yourself as you are setting up next steps:
Why are we taking this next call?
What are you hoping to do from here?
What will happen in that call?
Why are we having that call?
If you don't know why you are having this next step in the sales process, then you must back up. You need to back up and think about what you have missed and what you have not covered so far. When you do this you will see that as you back up in the sales process you will expose things that will tell you why the prospect went dark on you. Maybe you never asked them what they thought, what they want to do for next steps, and why.
Think like a human, not like a sales person. Think about why you are doing what you are doing and you will learn why this prospect went dark on you wherever in the sales process you are.