If you’re involved in any role that includes engaging with prospects and promoting your business’s products and/or services, then you’ve no doubt come across instances where your prospect gives you the ‘roll’. The key right now is to re-establish communication, and this article offers some practical advice on ways to engage throughout the sales process and no-pressure ways to maintain and re-establish contact with a cold contact.

There are times, even after working with a prospect for a while, getting good feedback, and gauging the level of interest, when the mood suddenly changes for no apparent reason and they suddenly seem cold. Regardless of your personality or self-confidence level, this can sometimes be difficult to deal with, but even more so, it can be challenging trying to figure out the best way to turn that nonchalance into a warm lead. Dealing with this situation can be quite arduous… you may try to call back a couple of times, send follow-up emails and still get no response. It can feel like the sale is lost without you knowing what you’ve done wrong or what to do next. If your business and/or function relies heavily on getting those sales, then this too can be quite anxiety-provoking, with a level of desperation trying to salvage the sale. So what can you do?

Focus on results, stay in the moment, adapt and avoid the ‘Hopeium trap’

So what is this ‘Hopeium trap’? This is where you get so focused on hoping for the desired outcome as soon as there is something positive, that you lose sight of what the current reality is and then fail to adjust to it. While it’s good to stay focused on the outcome you want, what you want to avoid is viewing this outcome with blinders on. Instead, keep your eyes on the prize, be aware of the moment, and then adapt and respond in a way that brings you closer to that prize. This will also ensure that you are more aware of exactly where you are with your prospect at each point, and give you a better chance of anticipating their next move.

If you start to feel like you may be losing interest, you can also take some of the pressure off yourself by acknowledging that you were mindful and responsive throughout the process, and did your best to keep her interested. It won’t torture you by wondering what went wrong or what you could have done. What this will do is take some of the sales pressure out of the customer relationship and allow him to step back and just explore with them, without desperation, if there is anything else he can do to move forward. .

Benefits of this strategy

There are 3 key benefits of this strategy:

– Confidence: A change in your customer’s mood and the possible loss of a sale can seriously undermine confidence and call into question your ability to sell. Using the above approach reduces the self-questioning that can lead to this, as you’ll be sure you’ve done all you could.

– Increased Efficiency: When you are more aware of the dynamics and tone of the sale, you are more involved and can more accurately assess the reality around the prospect’s potential, and can anticipate and adapt accordingly. You’ll learn very quickly how to spend your time and close sales more efficiently by reducing the amount of time it takes to assess which customers are hitting the mark and which are not. This reduces the amount of pressure you’ll feel, while increasing your chances of sales.

– A more comfortable relationship: when you focus and adapt to what is happening with your client, instead of giving the impression that you are only focused on the sale, you develop a more comfortable and trusting relationship that makes it easier to move sales. process forward or learn, truthfully, if there is a possibility of closure. The ‘silent treatment’ and shutting down is what happens when a customer doesn’t feel comfortable being honest about their purchase intentions. Whatever the reason for this, the goal should be to allow for this honesty, and this is often more possible in a low-pressure environment, where they know you’ll be okay if you listen.

Hopefully, this article has highlighted through the strategy above why you shouldn’t underestimate the power of lowering the pressure level and shifting the focus away from desperately trying to get a yes, and focus on being aware, acknowledging, and adapting to context. when something are friends. This offers a greater chance that the prospect will feel comfortable enough to be honest about the reason for the decline in interest, and will be able to assess whether it is a situation that they can turn into one that will turn into a sale, or if Your efforts will be better spent on a new perspective.