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A friend of mine, Stacy Martin once told a new salesperson that sometimes you have to "let the water boil"
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Last week, I was on a conference call with a prospect.  He was asking us about our product's capabilities.  He was throwing a lot of tests our way, and we were passing all his tests.

"One more test", he said...

Finally, in desperation Jeremy asked the key question.

"So if we pass this next test, do we have a deal?"

This is a make it or break it line.  The next thing that the prospect says is going to tell us exactly what his intentions are.

1. If  the prospect says yes, we have a deal, right?
2. If the prospect wavers, it would seem that he is not really serious. 

The prospect paused and uncomfortably explained that he would have to get back to us on that.

So we stopped talking.  We waited.  We let the water boil. 

That uncomfortable silence led the prospect to tell us what was really bothering him.  He was concerned about other issues, however he used the tests as a way to justify holding off.  Jeremy and I addressed the other issues, and we are proud to say that we have a new client.

1. Silence is your friend:  Did you ever get that uncomfortable silence in a conversation with a friend, where you are compelled to say anything?  This happens to me all the time.  On a sales call, this is when you can wait out a response by your prospect.  He/she may give you a nugget of information.
   
2. When you are quoting a price to a client, say it as confidently as you would say your phone number...and then wait.  Wait for your prospect to speak.  
3. When (there is no "if") your prospect tells you that your price is too high, don't waver.  In my long sales career, EVERYONE tells me my price is too high, even the ones who eventually buy.  If you believe in your product, stand firm.

For a copy of my best selling book, click here

We have all been there. October
27th, and you are at 30% of
plan. You have to make up a lot of ground this month, or you will have a not so
pleasant discussion with your boss.

You have 4 days left....You pick up the phone to call your prospect.

You explain that the “deal” that you offered
yesterday is only good until October 31st and after that, it turns into a pumpkin (I’ve actually said that.)

Your stomach is turning… over and over… stressing out… drink another cup of coffee….

You will do anything to get a deal. You need that deal.
 
You will even sit in the lobby of your prospect like Bud Fox, hoping that the prospect will come out and sign the agreement. The dreaded “Lobby Sit.”  The receptionist is looking at you with disgust.

You have dreaded commission breath. The smell of desperation is in the air. And it is pathetic.  Really pathetic.

DON'T BE ONE OF THOSE DESPERATE SALESPEOPLE AT THE END OF THE MONTH.

What should you have done to avoid this?

1. When you first present to the prospect, explain your sales process.  Set the expectation that you will ask for their business, however it is their responsibility to be forthright with an answer (yes or no) so that you don't come stumbling to them at the end of the month.
2. Take a deep breath.  If you don't make the sale, you will not lose your job.  You typically will not get fired from a job for one bad month.
3. Don't leave multiple messages for prospects.  if they didn't call you back the first time, why would they call you back again.  Chances are, he will feel bad for not calling you back the first time and he will actually avoid you, rather than discuss the situation.
4. At the end of each call or email, explain what the next step is and the timing of that step. Then everyone knows what to expect. If they tell you that they will move on this project in November, then you know not to bother them.