Sometimes a sales opportunity is progressing well, when suddenly, the prospect stops responding to any emails or phone calls. What went wrong? This research explains why buyers go silent in a sales cycle and how technology and service providers can prevent and manage this situation.
- The “Silent Treatment” Is Real and Meaningful
- Top Reasons Why Buyers Go Quiet
- Did Our Salespeople Do Something Wrong?
- Competencies That Help Sales Understand a Buyer’s Needs
- Situational Awareness
- Continuous Qualification
- Short-Term Actions You Can Take in the Sound of Silence
- Option 1 — Attempt to Learn the Truth
- Option 2 — Wait and Hope
- Option 3 — Attempt a Last-Ditch High-Value Offer
- Option 4 — Disengage and Move On
- Option 5 — Seek Customer Feedback via Win/Loss Research and Analysis
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