"How do I get prospects who are dragging their feet to finally make a decision?" "How do I get prospects who promised to call me back to do so?" "How do I get prospects who keep changing the implementation date to choose a date and stick to it?" These are “after the fact” questions: the situation you want to avoid has already occurred. If you’re looking for answers to these types of questions, you’re working on the wrong end of the problem.
The most effective strategy for heading off stalls and roadblocks is to deal with them up front. For example, if you schedule a presentation with the expectation of obtaining a decision at its conclusion, you must have an “up-front contract” with the prospect that she will make one. Hoping she will make a decision is not a good strategy or a substitute for obtaining her commitment.
If a prospect promises to call you back, treat it as an appointment and set a date and time for the call. “Post-sell” the appointment by asking the prospect what might occur that would prevent him/her from keeping the appointment and establish a contingency plan. If the prospect is unwilling to agree to such specifics, then he/she is not likely to follow through… and you shouldn’t expect them to.
When a customer selects an implementation date (at which time you can conclude the sale and earn your commission), find out what circumstances could cause the date to be changed. Determine a “drop dead” date for implementation and the consequences for passing the date. As in the previous example, establish a contingency plan if the initial date should have to be changed.
Don’t wait until it’s too late. You can’t change the past, but you can predict the future if you plan appropriately.
