When Salespeople Think the Deal is Closed

How often does this happen? A salesperson predicts that an opportunity ‘will close’ or, they do close an opportunity only to have the prospect delay or back out. What causes prospects to change their minds? More importantly, how do your salespeople respond when this happens? Do they follow up at the time suggested by the prospect? Do they wish their prospect luck? Do they walk away with their tails between their legs? Or do they recognize that this is merely another challenge to be overcome?

Yesterday I changed my mind on a project where a consultant would do an analysis to tell us the best way to bring elearning content on line. Why? The consultant sent over a list of issues prior to our first meeting and it was obvious to me that the only issues he wanted to focus on were to build justification and ROI for the project. That’s not what I was paying him for so I cancelled. If he had just showed up at 2PM like he was supposed to, he may have still asked the wrong questions, but I wouldn’t have kicked him out. I would have set him straight. But when he advertised his intentions ahead of time, I provided myself with a couple of hours that I could redeploy.

It got me wondering how often prospects change their minds because of something the salespeople do. Are they too anxious? Do they become unprofessional? I saw an email from a salesperson to a client who had just agreed to do business. The first line of the salesperson’s thank you letter was, ‘I’m looking forward to getting to know you better.’ That might have scared his female client. She cancelled the next day.

Lesson – Question everything your salespeople do and try to identify every possible way in which they can improve. Even if you don’t know how to make them more effective, recognize that standing pat should not be an option.