Delayed deals

Saturday and Charlotte's Sales Shares #11 is out!

Hello to 642 people and +84 newbies since the last week's edition who have decided to keep it real, authentic and actionable.

This one is a 2 minute read on how to get back a delayed agreement.

We've all been there, you have agreed a date to sign the deal and got a mutual action plan in place, but your prospect/buyer has not honoured their part of the agreement. You're waiting and waiting for it to come back and start sending mindless follow up emails which show how desperate you are to close it.

Not gonna work

There's a better way you can get clarity on when the agreement will get signed. First off pick up the phone. If you can't reach your prospect, email or even better, video. Here's what you can ask:


“Charlotte- as I’d rather be more accurate than optimistic, do you think we can expect the agreement to come in this week or might there be an obstacle in the way?”

Using the “more accurate than optimistic” phrase will help you in getting a delayed agreement back.

Why?

It allows for the truth to emerge, good or bad, and prospects tend to respond because you broke the ice.

As a seller you need to get to the truth. Getting to the truth means you eliminate dead deals in your pipeline sooner. This allows you to prioritise your time and focus on the real deals that will close. Identify time wasting prospects. As a seller your time is just as valuable as your prospect's time.

Oh and what one thing are you struggling with that you want me to cover in a future non snoozeletter?

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See you next Saturday!

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