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Category Archives: Sales Blog

Buy NOW, NOW, NOW, or Get Lost!

Spoiler alert.  The title of this email is a selling philosophy that can cost you sales – but it’s still prevalent.  I had a reminder of that at a convention in Orlando when someone took the wrong message from my program.  My speaking program, “Win it Easy or Come In Fourth,” is about making good decisions regarding time allocation.  The basic idea is that salespeople spend too much time on customers that don’t move the needle and not enough on their “Freds,” the customers that are difference makers.

One attendee misinterpreted it and recounted how, when he was a sales manager, he would make sure that his team quickly qualified who was in the market to buy RIGHT NOW, and if they weren’t, to move along.  Wrong move.  I’ll explain why.

In today’s world, when someone is in the market to buy RIGHT NOW, they can do so without ever dealing with a salesperson.  Most of the time, they can order what they want to order online and get near-immediate gratification.  That means that salespeople are superfluous in this type of buying environment.  So what are our jobs?

Well, we need to be relationship builders.  Relationship building is more than being their buddy – it’s positioning yourself as a valued business resource that can help the customer achieve their objectives. Being a “person of value” is far different than being a “good time Charlie,” but people of values will be in position to get that opportunity when the customer is ready to buy.

We need to be expertise providers.  That means that we contribute value through the sales call itself – by finding ways to help the customer achieve efficiencies, by sharing best practices, and by helping the customer anticipate future change.  And we must do that without first getting an order.  Yes – that goes against the old “don’t be an unpaid consultant” canard, but I’m here to tell you that most “unpaid consultants” eventually get paid, and paid very well.

When I sold cars at the start of my career, they told me that the best thing I could do to start a customer’s visit was to ask, “Are you here to buy a car today?”  I counted.  50 times out of the first 50, the answer was, “no.”  Worse, I started the customer off by making them uncomfortable – and then I had to climb out of that hole to get them to buy.  I stopped asking that stupid question, and my sales went WAY up.

Making good decisions about time allocation isn’t about scurrying around looking for a customer with a pregnant RFP that you can price-cut to “win” by being the cheapest.  It’s about positioning yourself to be top of mind with difference-making customers so that, when they are ready to buy, you’re the one they call (or email or text).

4 Useful Networking Tips for the Digital Age

Networking will always be a vital part of business. Traditional methods play a significant role in this effort. Yet it’s also undeniable that the pandemic has changed the way we network.

Indiana State University Ph.D. candidate Elizabeth Swallow points out that virtual networking practices ease barriers to access by eliminating the risk of transportation restrictions, long travel times, and location inconveniences — all while accommodating a larger number of attendees. With increased networking potential, Swallow predicts that remote networking will continue to be used even after the pandemic.

Indeed, becoming adept in both traditional and remote networking can provide you with more avenues with which to build your professional network. That being said, we dive into some remote networking tips that you may find useful below.

Cultivate your online presence

The majority of remote networking inevitably takes place on social media, so make yourself someone appealing to connect with by creating a formidable professional profile. The best way you can do so is with LinkedIn, which has over 180 million users in the US alone. When using LinkedIn for remote networking, change management expert LHH recommends sprucing up your profile with an updated professional photo, an accurate and comprehensive job history, and relevant skills. Writing a concise bio for your profile can also give potential connections a better idea of who you are and improve your chances of meeting professionals in the same industry.

Utilize social media

Many social media platforms offer a variety of features that are perfect for remote networking. You can use Facebook to connect with people in your existing network whom you haven’t contacted in a while. Popular communication platform Slack hosts communities specifically geared for remote workers across a variety of industries. Artists, photographers, and professionals in related lines of work can use Instagram to showcase their portfolios and view others’. You can even reach out to YouTubers that create industry-specific content for referrals. The possibilities for networking with social media are virtually endless.

Leverage virtual events

Many organizations and institutions have shifted to virtual networking events, so leverage your membership in professional social media communities to attend any and every relevant webinar you come across. This is a great way to meet like-minded individuals from all walks of life and every corner of the globe. You need not limit yourself to networking events, either. You can stumble across your next important contact by chance while upskilling yourself with various talks relating to everything under the sun. You can even take the initiative by partnering with other organizations and institutions to host your own networking events.

Try the coffee chat

Here on The Navigator News Blog, we’ve previously discussed that great networkers never stop networking. Establishing connections is only one aspect of a successful networking strategy — the rest involves maintaining those connections over time. You can do so through coffee chats. Instead of heading over to the local Starbucks, try meeting up with a professional contact over Zoom and some coffee. You can start with small talk and build your way up to rapport-building questions, such as asking how they got into their current career path and what their typical workday looks like. Such laid-back and casual conversations can help cultivate more meaningful and longer-lasting connections.

Remote networking isn’t meant to be a replacement for traditional strategies — it’s meant to supplement it, instead. By increasing your options for making connections, it helps you cover more ground and create a stronger and more diverse professional network.

How to Get a Testimonial – The Easiest Way

Testimonials are the very best marketing materials you have, bar none.  I truly don’t care how good your marketing department is, how much you invest in marketing materials, etc.  You will never have a better marketing piece than a testimonial from a happy customer. The trouble is that most salespeople don’t know how to get a testimonial.

That’s because a testimonial allows a prospective customer to see you through THEIR eyes – and that bridges the credibility gap.  That’s the hardest thing to do when attracting new customers.  So, with that in mind, I’m going to talk about a few ways to get testimonials, and show you a very recent example of the easiest way to get them.

Testimonials used to be hard to get.  You had to ask your customer to write a letter on their letterhead, and sometimes they would and sometimes they wouldn’t.  Even your happiest customers sometimes don’t take time to write a testimonial letter; they just get busy and it gets pushed to the bottom of the stack.  Technology makes testimonials a lot easier to get.  Here is how to get a testimonial in three methods, from toughest to easiest:

  1. The old school. Yes, you can still ask for the testimonial letter.  And your odds of getting one are roughly the same as they always have been – about 50/50 if the customer is truly happy.  Those aren’t bad odds and if you ask enough customers, you’re going to get one.
  2. The LinkedIn recommendation. Easier than the testimonial is the LinkedIn recommendation.  The Recommendations section is, fortunately, one thing that LinkedIn has left in their free option (thus far), and I like it a lot.  It’s pretty simple to use.  Here’s LinkedIn’s tutorial on getting them.  NOTE:  Do not confuse LinkedIn “endorsements” with LinkedIn RECOMMENDATIONS.  Their “endorsement” section is meaningless – it just asks people to check boxes.  I have endorsements for things that I don’t do and have never done.
  3. The video testimonial. Now we’re talking!  This is one way you can really make tech work for you.  When you’re meeting with customers, they have a tendency to say a lot of nice things about you.  Wouldn’t it be great if prospects could see and hear them do it?  You have a smartphone, right?  All you have to do is ask the customer to say those things, again, on video.  Explain to them why.  My favorite way is to say, “I really appreciate that.  You know, one way that I attract new customers is through comments like that from customers like you.  Would you mind repeating those great words on video?”  The vast majority of customers will be happy to do so.  Then you turn on your video camera on your phone and record them.You can either just ask them to repeat what they said, or even do a little interview with them.  I had just such an opportunity yesterday after a Sales Audit with Excel Linen and the raw video is below.  The reason I left it raw, rather than editing out some of it (for instance, me asking questions), is that I wanted you to see how the process works.  It’s easy.  In fact, I probably didn’t do as good a job on this one as I could have; few of my clients are local these days, so I am a bit out of practice on face to face testimonial gathering.  Still, when opportunity knocks, you answer.

    Wait, you’re saying that most of your sales calls are video and not face to face, so this won’t work?  Sure it will.  All major video conferencing platforms have an option to record.  Record your conversation and then download it and convert it into a video you can use.  Make the tech work FOR you, not against you.

Once you have a testimonial, USE IT.  Post about your recommendations on LinkedIn.  Splash the video all over social media.  Have them handy on your phone to show your customers.  And don’t think that a testimonial on one platform has to stay there.  Transcribe video comments and put them in text form on your website.  Take a LinkedIn recommendation and use it as a video frame.  Once people have said how awesome you are, for the record, you have a duty to USE IT!

Now go get some testimonials.  Here’s my video from yesterday.

How to Prepare For a Sales Call

I’ll be honest.  How to prepare for a sales call is something that is so fundamental that I forget to write about it.  For one thing, it’s not all that “sexy;” it’s much more fun to give great presentation tips, or some killer questions, or even talk about management strategy.

But then I talk to salespeople, the conversation slips around to how to prepare for a sales call, and I realize that many salespeople still don’t use all the resources available to them.  So, in that spirit, here are four ways that you should research every prospect with whom you will be meeting:

  1. Company web page. Yeah, it’s simple, and I have to think that nearly everyone does it – but not everyone looks for the right things.  We tend to get overwhelmed by the ‘pretty’ of the site and fail to read what we should be reading.  Here are the biggest touchpoints on their site:

    The ‘about us’ page:  This is where they will show potential customers why those customers should be buying from your target company.  In essence, this is their best foot forward.  Know it and refer to it.

    Their ‘news’ section:  All too often, this will be obsolete – if it happened in 2017 and it’s still top of their blog, they don’t have much ‘news.’  That said, if there is genuine news, scan it to see if there’s anything that impacts you or gives you a feel for their company culture.

    Executive bios: Is your contact listed here?  If not, why not – are you starting your selling efforts too low in the company? If so, what can you learn about your contact?

    Ease of contact:  This will give you a great idea of how “open” they are to the world.  This might seem surprising to you, but some companies close themselves off to the outside world.  They have a great web presence, but getting ahold of them can be very difficult, to say the least.  Openness to contact can mean openness to new ideas.

  2. Reviews. You should ALWAYS look at their reviews.  If they are on Yelp (for instance, food and hospitality), look at those reviews.  If not, Google and Glassdoor can also be great sources of insight into what their customers and employees say – and you’d be surprised at how often a sales need can be uncovered in looking at reviews.  Don’t be afraid to ask about those reviews in the sales call, even having them up and on your phone to refer to if necessary.  It’s possible that your customer might not have even seen the review.
  3. LinkedIn. You should always look up your contact on LinkedIn.  Looking at their career history is good – looking at their activity is better.  What things do they like or share on LinkedIn?  What causes are they passionate about?  What GENUINE (never fake this) commonalities can you find with yourself or your company?
  4. General Web Search. Finally, search (Google, DuckDuckGo, Bing, etc.) the company name and your contact name and see what comes up.  A couple of years ago, I had a client who sold large-ticket items that usually involved some level of company-offered credit terms.  A quick Google search ended that idea – the first ten results after the company web page were lawsuit filings from the previous year – all for non-payment of debts.  Usually your results won’t be this dramatic, but you can get some good general insight on the company by searching them.

How to prepare for a sales call isn’t that tough; you just need to plan for it. Are there more things you can do to research? Sure – but sometimes it’s better to simply ask questions in the call.  Hitting these four touchpoints above won’t take you that long (probably fifteen minutes or so), but will make you far better prepared to ask good questions to discover deep needs which then gains you a competitive advantage.  Don’t skip this step.

A Good Sales Job Shouldn’t Hurt Your Conscience.

A few days ago, I got a message from a salesperson who used to work for me many years ago, when I was a sales manager. It said, “Troy, you’re not going to believe this, but I have found a sales job that I am not good at!”  From most salespeople, even those who have worked with me, this wouldn’t raise much of an alarm.  But this message was from one of the best salespeople I’ve ever worked with, who has had a long track record of success across multiple industries.  I immediately perked up. I asked her what she was talking about.

“My problem,” she said, “is that I’m trying to save customers from quitting their service – but when they tell me why, I actually see it from their point of view, and I feel like I’d probably do the same thing!”  It’s not a big surprise that she sees things from the customer’s point of view.  One thing that makes her great (and can make you great, too) is her empathy and ability to see situations from the customer’s point of view – and if seeing things from the customer’s perspective is a hindrance to success, that’s a signal that bigger changes are needed than a simple sales approach.

To make a long story short (I know I don’t do that often – don’t get used to it), the real problem is that the company’s business model is obsolete now, given the wider range of choices available to the consumer. Those choices tend to not only be priced lower, they also provide better service and better meet the customer’s needs and expectations.  Essentially, her company is selling high-priced buggy whips in a world that is adopting the automobile.

The larger problem, for her, is that it hurts her conscience when she “succeeds” in getting a customer to stay, even when she knows it’s not in their best interest to do so.  I understand that – I had a job like that in my sales career, and I stayed for less than a year.  When you make promises to customers that aren’t being met, and you know they won’t be, it’s a stain on your personal integrity.

Worse, she has caught her management in enough lies that she no longer believes in the integrity of her company.  She will leave this job, I’m sure, and the company will lose a quality salesperson.

But believe it or not, this article isn’t about her.  It’s about you and your company, and the need that we all have to take a quick self-check from time to time about what we do.  If you aren’t having the kind of success and results that you feel you should have, you need to ask yourself a few questions:

  • Does what I’m selling still have value in the marketplace? Sure, everything has SOME value – but is your product or service worth what you charge for it?  If time has passed you by, it’s time to update and evolve.
  • Is my customer making a good decision by buying my stuff? This is the crux of selling.  My definition of selling is this:  Selling is the act of helping customers make positive buying decisions.  If you’re winning when you make a sale, but your customers aren’t winning, it’s time for a re-evaluation.
  • Am I asking my salespeople to make promises that I know I won’t fulfill? Yeah, it sounds awful, but it happens every day.  I once left an industry when the service manager at my company said, “Troy, your department’s job is to sell fantasy – my department’s job is to re-sell them on reality.”  If there is a significant difference between the sale and the service, you are being unethical.  Stop it.

It can be tough to know when to evolve or change.  And not all evolution is good – many businesses have evolved themselves right out of business, when staying the course would have kept them viable.  But if the answers to the first two questions are “no,” and the third is “yes,” you have a problem.  And there’s no better time to fix it than the present.

My former salesperson will be fine (and frankly, I’m a bit honored that after nearly 20 years, she still comes to me for advice and counsel).  She’ll end up leaving this company and find another position where her skills are more appropriate.  Her company, however, won’t be fine.  They might be okay this year and next year, but soon, the obsolescence of their business model and the nature of their sales process will catch up to them.

My Top Five Rules of Successful Selling

If you’ve read my work before, you know that one of my common statements is that our profession of selling has changed more in the last ten years than in the hundred years previous.  That’s 100% true.  And it’s also true that 2020 has put the pace of change on fast forward.  We’ve talked about that in this space before (and if you haven’t seen those articles, visit my blog here; there are a lot of them).

Some things haven’t changed about selling.  It’s funny – in many of my speaking and training programs, I refer to my “Number one rule of selling,” which we’ll discuss below.  I’m often asked what my OTHER big rules of selling are, so for the first time, here are my Top Five Rules of Successful Selling.

  1. If it works for you, and it’s not illegal, immoral, unethical, or against the best interest of your customers or company, do it. This is the one I refer to all the time in my speeches.  Not everyone sells exactly the same way, which means that some people are going to do things that I (or you) might not do and might not work for us.  BUT – I always say that if you are having success with a technique that doesn’t match my teachings, with the above caveats, keep doing it – but consider at least trying a different approach.  Great salespeople are constantly learning, and you’d be amazed at how many people have a technique that works for them, finally try something new, and then have a new technique that’s working better for them. In this case, the rules of successful selling are very personal.
  2. They can’t buy from you if they don’t know you exist. This is probably the greatest reason to keep prospecting.  Social media is great – but it’s still a “crank and hope” strategy for most B2B salespeople.  You should always be working to make sure that every potential customer in your territory or market sphere knows you exist and has an opportunity to buy from you.  I’ve always used what I call the “blanket” philosophy of prospecting – I throw a virtual blanket over my market and then work to touch every prospect under it.  You should too.
  3. The only real market research happens when you ask someone to buy. Sure, focus groups, surveys, and other hypothetical approaches are great – but if you really want to know if a particular product or service has legs, try to actually SELL it to someone.  I’ll never forget working for a company about twenty-five years ago that rolled out a new product. It was well researched; in fact, some of my own customers were very positive about it – right up until I asked them to write a check for it.  It wasn’t just me, either; the entire product flopped because, in the hypothetical sense, it looked great. In the actual sense, nobody was all that excited about paying for it.  Your salespeople are always the best market researchers.
  4. Comfortable Customers Buy. This simple three-word statement forms the basis of my sales training and approach, and it’s one of the biggest rules of successful selling.  Think about all the manipulative and phony techniques that are designed to maneuver a customer into a corner – and throw them away forever.  Customers that are comfortable with you and your sales process (which respects their buying process) buy, buy more happily, buy more often, and pay more.  When you make a customer uncomfortable in their dealings with you, they’ll find someone else – or just buy it (whatever “it” is) online and not have to deal with a salesperson.
  5. You must love the ACT of selling, not just the result. Sales is a hard job.  What makes it harder is that, for even the best salespeople, the majority of their activity does not result in a sale – that’s why we have sales funnels.  We recognize that not every call results in an appointment, not every appointment results in a proposal, and not every proposal results in a sale.  Salespeople who only love the sale (the result) tend to burn out quickly; salespeople who love the calls, the appointments, the proposals, and the rest of the work not only have longer careers, they have more successful ones.

Now you know my top five rules of selling. There are definitely more guidelines – but most of them fall under one of those top five rules.  Which one is most important?  I’m not sure there really is a hierarchy, despite my numbering them.  Follow them all and you’ll have a great career – even in the weird selling world of 2020 and beyond.

How to Retain Customers – The Very Best Way

Time for another “renewing an old post” post.  This one is even more important now, given the challenges of 2020; for many of us, retaining our customers is our lifeblood.

We talk a lot about how to retain customers, and I address it in my sales training.  Basically, there are three things that every business must do in order to build and maintain a customer base:

  1.  Sell NEW business through prospecting.
  2.  Develop current customers into better customers through selling them more products/services.
  3. Hang onto your current customers (retain them).

Too many salespeople and sales managers think that those are three separate and distinct activities; in fact, some companies have them performed by three separate people.  They shouldn’t.  Sales relationships tend to be formed at a single point of contact.

Retaining your customers depends upon meaningful dialogue. In this video, I show how to retain customers by having that meaningful dialogue.

Side note – I just realized that, not only do I still have the shirt I was wearing when I made this video in 2014, I’m WEARING it right now!  Good old Brooks Brothers USA-made shirts – it still looks like brand new!

If that video was helpful, you might like this one too:  The Core Beliefs of Successful Salespeople

Professional Development in 2020 for Salespeople – it’s Vital.

Taking a look back at another six year old post, it seems extremely relevant now.  Professional development and evolution is always important to stay on top of developments, but 2020 has put an unprecedented series of challenges in front of salespeople, and we have to adapt to stay abreast.  As always, updated comments are in italics.

Are you continuing to learn?  Or have you stopped – and when did you stop?

Last week, I had a speaking engagement that went really well, but I didn’t really understand how well until I received a message from the owner of the company that promoted it.  I won’t exactly quote the message, but the gist of it was that he was amazed at how I have only gotten better at speaking over the years.  It was a great message, and I truly appreciate it.  But there’s a reason for what he said.  At the end of every year for the past three years, one of the biggest line-items on my personal P&L statement is “Continuing Education.”

Still true, six years later.  My continuing education and professional development might vary from year to year – for instance, this year, I’ve put a premium on getting better at video communications for obvious reasons – but the commitment and desire to improving my professional education is always there.  Yours should be, too.  What have you learned this year that is helping you advance your career in sales?  I’ll comment on some of the things that we SHOULD have learned at the end of this article.

Years ago, I committed myself to becoming a student of professional selling, and I’ve always preached professional development – but I guess I hadn’t always PRACTICED what I preached.  Up until about three years ago, my speaking skills had stopped developing.  In fact, I stopped that development at about age 20, when I was still participating in speaking events in college.

When I started my business ten years ago, I resumed speaking as a way to promote my training and consulting business – but I never really considered myself a professional speaker.  Then, nearly four years ago, I was invited to speak at a major national convention.  Armed with the speeches that had dazzled them at the local Chambers of Commerce and Rotary clubs, I was flown to Miami, put up for three nights at the lovely Fontainebleu Resort on Miami Beach, and I spoke four times in front of a total audience of around 1,000 people.

And I bombed.

I never really put a lot of detail behind this, but I will now.  In debate, the object is to get a lot of content into a short time.  I suppose that speaking style had never really left me; I thought that if I gave 80 minutes’ worth of content in a 60 minute speech, my audiences would love it.  Turns out that it was the opposite – I came off as monotone and dispassionate, and audiences hated it.  I also learned that in any speech, there are vitally important points and then there are supplemental points.  My programs now focus on the vital points – and audiences retain a lot more.  I have counseled salespeople against doing the “brochure barf” sales presentation for decades, and yet that’s exactly what I was doing!  When I went to my first professional development coaching session with Patricia Fripp and Darren LaCroix, they helped me see that, even when I was giving MORE content, the audience was actually retaining LESS.

I learned a few things that week.  First of all, keynote speakers have a big advantage over breakout session speakers.  If a keynoter bombs, they only do it once per convention. I know this because I bombed as a keynoter a few years after this article – I was asked to do a sales program in a slot where a more general interest keynote would have been more desired by the audience. A breakout speaker gets to bomb multiple times – as I did. I still love breakouts.  I love giving multiple programs to multiple audiences at a convention. Secondly, I learned that the speeches and techniques that they loved in unpaid speeches at a local Chamber aren’t good enough when a client is flying you halfway across the country and paying you several thousands of dollars.

As I said, I had continued to develop my sales skills – but I realized that I had let my speaking skills stagnate.  I rededicated myself to building my speaking skills.  I read a book by Alan Weiss, which led me to become aware of Patricia Fripp, who in turn made me aware of Darren LaCroix, Ed Tate, and Craig Valentine – and now I consider those fine people my mentors and my friends.  It’s been a journey that’s been both very beneficial and very expensive, but for me the biggest investment hasn’t been in dollars.

The biggest investment was in swallowing my pride.  And believe me – that was a tough one to swallow.  But it’s been worth it; without swallowing pride, professional development is impossible.  I’ve given two major speeches at major conventions in Las Vegas in the last two weeks, and both assocations have immediately rebooked me for their next convention.  “We want you back; we’ll figure out what you’ll speak about later,” has been the reaction.

The lack of conventions has been a big blow to me, both professionally and personally, in 2020.  I love speaking, I love conventions, and I love people.  I do my speaking and training by web whenever possible, of course, but in-person is where it’s at. 

Am I bragging?  No.  I’m sharing.  And I’m sharing because I think that some of you can benefit from my journey.  Here’s what I have learned in the past three years (besides the speaking skills and techniques):

  1. Never stop developing and never stop learning.  When you do, you might as well quit.
  2. Sometimes your greatest successes can come from your greatest failures – IF you can swallow your pride and get out of your own way.
  3. You may learn – as I did – that you are not good enough AT THE MOMENT to achieve your dreams.  It’s not permanent.  Seek out those who have made it and find ways to learn at their feet.
  4. On a related note, choose your mentors wisely.  Learn from those who are doing BETTER than you.  I have met many people in the speaking business who ‘mentor’ each other into mediocrity because neither of them is making it.
  5. Above all, there is no reward without risk.

Whatever your “it” is, you can achieve it if you follow these simple steps.  I wish you well.

So, what should we – salespeople and sales managers – gotten better at during 2020? I’m glad you asked.

  1. Multiple paths of communication.  It’s interesting; some industries haven’t seen much of a blip in their sales activity – they have been doing face to face sales calls all along.  Others have been video-bound for eight months.  Wherever you fall on this continuum, your customers still need to hear from you and you from them – so being adept at email, text, phone and video (in all its forms; here’s an article with more on this) as well as face to face is vital.
  2. Contributing more value on sales calls.  The “P.R. sales call” is dead. It was dying before Covid but it’s dead as a doornail now. When you do talk to a customer, you’d better be prepared to be of use and value to them.
  3. Resiliency.  We have had to adapt, improvise, and overcome in 2020 in ways that we would have never imagined before – and those salespeople who could do so have done okay.  Those who can’t, not so much.

7 Steps to Resolving Customer Conflicts

Resolving customer conflicts doesn’t have to be tough, but some companies make it tough. In fact, some companies have systems and processes that take a small conflict and make it a big one.  We’ve all been there, I think – at least as a customer.

Correctly resolving customer conflicts requires individualization of thought and communication. Moreover, you should be doing things to PREVENT those customer conflicts in the future – let’s call that “conflict avoidance.”  In this video, I show you a process for doing both.  It’s a long watch – 9 minutes – but it’s worth the time.  If you’re more of a reader than a watcher, read this article – better yet, do both!

How to Rescue a Stalled Proposal – 60 Second Sales Tips

It’s one of the most difficult issues salespeople face – how to rescue a stalled proposal.  You’ve made what you think is a great proposal.  The customer seemed interested.  But now, they are ghosting.  What the heck?  Why don’t they respond?

The reasons could be many, but stalled proposals clog up a sales funnel and do you no good whatsoever.  You need to figure a way to either get the customer to respond or to be able to write the proposal off as a lost deal.  In this 60 Second Sales Tip, I give my best advice that I teach in my training on how to rescue a stalled proposal.  If you have more than 60 seconds, here’s some more advice on disqualifying proposals.