If you have been in sales, led salespeople you know what it’s like when a sale “goes dark”. You had a “great meeting” , you listened, and you felt you heard the buyer’s pain, you followed up with a proposal that shares how your product or service solves their pain….and then nothing. A day turns into a week, a week a month and your buyer goes dark not answering your voice mails, emails, faxes, and so on.
To make maters more stressful the salesperson shared how they felt they finally closed “XYZ “and all of senior management is now waiting for the order.( and asking for what seems like hourly updates as to when it will come in)
What are your buyers doing when they go dark…does your team know? If not what you will experience as signs your salespeople are afraid of the dark include;
end of sales period price discounts
change in agreed payment terms
change in standard shipment terms
free products and or services added to “close the sale”
The most common cause of salespeople becoming afraid of the dark is a shift in the way your buyers are buying. Your current sales process lacks a clear understanding of the buying process and you require new sales tools to keep the conversation moving to a close.
Reminder, it’s not about how you want to sell, but helping your buyers buy …the way they want to buy!
How about your organization……
Is your sales team afraid of the dark?
Do you have one or two salespeople who seem more afraid than others?
Do you hear about a number of good meetings that never result in an order?