stalled sales cycle

  • Stalled Sales Opportunities: When Your Prospect is Hiding

    • September 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This happens to every single salesperson on the planet engaged in a sales cycle of longer than one call.

    “My prospect won’t return my calls”.

    “I can’t get my prospect to the phone”.

    “My prospect is ignoring me”.

    Those of us who train, coach or mentor salespeople probably hear one of those three even more often than “I’m having trouble scheduling appointments.” What should you do when it happens to you or your salespeople?

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