I think we all share the frustration of wanting to know where we stand when we think we have done our job, completed the sales process and it’s time for an answer.  We are all hoping for a “yes” but you know what…a “no” is better than the dreaded “crickets”…know what I mean?  Of course you do.

So, how do we get a response so we can get closure?  That’s the million dollar question we all want to have an answer for.  Unfortunately, there is no single magic answer.  Like my lawyer friends tell me when I ask for advice “It Depends”.  Oh, by the way, the notion that deals close on their own if you do your job, is just not true – you have to close the business!  There is a good reason the sales profession still exists and every VP of Sales I know is always searching for good salespeople.  Deals have to be closed and closing is the hardest part of the sales process. 

Well, let me share some strategies that have worked for me.

1. Always set deadlines, especially if there is a financial incentive on the table.  And, you must be prepared to take the deal off the table if the buyer doesn’t act within the timeline.  This is really important and probably one of the toughest things for a salesperson to do.  If done correctly, it’s very acceptable and professional.  Be confident most of all.   It’s a 2 way street – don’t forget that.  If you stand your ground you will create more demand.

2.  Send a contract as early as is appropriate.  This is a trial close.  Lot’s of us are afraid to do this, but I am a big believer in doing this as a means of moving the process along and getting past the inertia.  If the buyer is serious they won’t be offended.  If they are then you know where you stand.  Either way, you will get some valuable feedback.

3. Continue dripping value to reinforce the value so the buyer realizes that it makes no sense to wait a second longer.  This works.

4. Ask good questions to figure out why the deal has stalled.  It’s usually a reason entirely different than you think.  Sometimes, a call from a senior executive works to get another voice – there is a lot of psychology around the communication based on status.

5. You have to be careful with this one, but work your inside network to get the real story or build pressure from the ranks.  Be careful not to threaten the decision maker so this involves judgement.

6. Of course, don’t give up.  There are lots of conflicting activities inside any organization and who knows what is getting in the way.  Silence doesn’t mean the deal is dead.  Until they say no, assume it’s still alive.  Persistence is critical.

7. Make sure you have the “real” decision maker engaged at the close or you relying on someone else to do your work and it’s a craps shoot.  You have to close the decision maker or it ain’t gonna happen!

These are just some of the ways to create a sense of urgency.  There are many others, whatever works.  The longer a deal is out there, the more things can happen to derail the close so keep pushing.  Let’s get these stalled deals off the fence!

Have fun.

Brick