When a sales call ends with the buyer saying, “Don’t call me, I’ll call you”, you know you’ve got a problem. Look out guys, this one might be a little harsh, but for some reason it just needs to be said… again.
It’s a fact. Sales is different than it used to be. We recognize that the buyer journey has changed and naturally, so has the selling process. It’s been emphasized before, but somehow some people don’t get it. I’ll break it down for you; I am a sales guy after all.
Get in and get out.
First, you need to find out a buyer is ready, has an initiative, and has a need. If you’ve discovered these things through a conversation in which they learned about your product/service, BACK OFF.
Customers don’t want to buy on your time.
We get it: you have a quota to meet, the month is ending, the quarter is coming to a close. However, there are a lot of factors that make it hard to purchase from you on your time. When you understand that your buyer has limited time and resources too, you’ll be able to take a step back and put emphasis on what’s important in making a sale: the relationship.
It’s about a relationship.
Say you just met a girl, and you two hit it off. After a night chatting at the bar, you get her number and text her, but she doesn’t answer. The next morning you text her again, no answer; you call, and she doesn’t pick up, so you email her, you Facebook message her, call her, text her, call her again all with no answer. Ok, it’s time to give up. Let’s face it, at this point she thinks you’re a freak. YOU LOST HER.
I wish I was lying but this is actually how I’ve seen some sales relationships go. Talking to yourself isn’t a relationship, not in real life and definitely not in sales. Instead of calling or emailing your prospect every hour on the hour, play it cool. By simply liking their LinkedIn post or sending them a short message, you don’t come off as desperate. Be coy about it.
Stay connected, and be there when your buyer is ready. That’s it. Once you’ve established that your buyer has a need, has an initiative, and is ready, you’ve just got to play it cool.