We’ve all been in that sales situation where you think you have it wrapped up and at the last minute it stalls. They stop returning your calls and emails, all correspondences are very short and to the point, the RFP is hanging out there, it seems like your prospect has simply fallen off the face of the earth.
So what happened? Were they not an ideal client or part of your target audience? Was there secretly a competitor with an inside track or existing relationship (hint: there usually is, but that’s a different ezine topic)? Were they simply shopping to see what’s available in the marketplace?
It could’ve been any of those, and more, so today I want to introduce a framework to help you evaluate each opportunity – before you commit to chasing it. I can’t claim this model as my own, though I’ve adopted it in my daily client interactions. [Read more...]