{"id":853,"date":"2019-02-27T18:28:28","date_gmt":"2019-02-27T18:28:28","guid":{"rendered":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/?p=853"},"modified":"2019-02-27T18:29:21","modified_gmt":"2019-02-27T18:29:21","slug":"what-to-do-about-stalled-sales","status":"publish","type":"post","link":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/what-to-do-about-stalled-sales\/","title":{"rendered":"What to Do About Stalled Sales"},"content":{"rendered":"

Stalled proposals\u2014two words every sales person hates to hear. Reengaging and unsticking what\u2019s stuck is a challenge nearly all sales teams have had to handle. So, when you\u2019re faced with a stalled proposal, you may ask yourself what your options are<\/strong>. We have some answers for you.<\/p>\n

Having the right strategy in place is key to keeping prospects on your side<\/strong>. However, make the wrong move and you\u2019ll lose their trust and kill any potential of a deal.<\/p>\n

 <\/p>\n

Four Solutions for Stalled Sales Proposals<\/strong><\/h2>\n

First thing\u2019s first: You have to know when a stalled deal is just dead and when it\u2019s actually qualified. We\u2019ll have another post that goes more into detail on this later, but take some time to recognize when it\u2019s best to cut your losses<\/strong> and move on to the next one.<\/p>\n

Is your deal qualified? Here\u2019s what you need to do<\/strong> to move it along through the pipeline.<\/p>\n

1. Extend Your Network<\/h3>\n

Get closer to your prospect by connecting with the right people.<\/p>\n

Are you talking to the right person who will ultimately be a part of the decision making?<\/p>\n

Build a buyer\u2019s map and have an idea of where each person falls in the hierarchy<\/strong>. You should always consider the possibility that even though the business you\u2019re dealing with could really benefit from your service,\u00a0the rep you\u2019re dealing with may have dropped the ball.<\/strong><\/p>\n

 <\/p>\n

2. Give Them Something Worthwhile<\/h3>\n

Follow up emails and \u201cjust checking in\u201d messages can get old real fast. So if you do need to follow up with an unresponsive rep, do so by offering them something.<\/p>\n

Have you seen an interesting blog post or article that\u2019s relevant to the rep\u2019s business?<\/strong> Send it their way with an enticing message.<\/p>\n

 <\/p>\n

3. Lay Your Cards on the Table<\/h3>\n

You made a solution presentation<\/a>, presented the pricing, and it\u2019s been radio silent for some time.<\/p>\n

If you haven\u2019t been able to get a commitment, then try sending a straightforward message along the lines of asking for an honest assessment and feedback on where you may have gone wrong with your proposal.<\/strong><\/p>\n

In the end, you\u2019ll either gain helpful feedback or the prospect may realize they had dropped the ball on moving forward with your proposal.<\/p>\n

 <\/p>\n

4. Give Them Proof<\/h3>\n

Sometimes prospects get cold feet in the closing stages. So give them the extra confidence they need to close the deal by sharing compelling social proof.<\/p>\n

Consider passing along favorable social media attention, product reviews, case studies, a press mention, or even<\/strong> stats on number of customers and usage data. All of these could be just what your prospect needs to put their mind at ease.<\/p>\n

 <\/p>\n

Stalled proposals are inevitable. And\u00a0it doesn\u2019t matter how great your sales team is<\/a>, sometimes the blame falls on the prospect<\/strong>. Even if you haven\u2019t had to deal with stalls before, it can\u2019t hurt to have a few strategies in your back pocket.<\/p>\n

Want to learn more about how to increase your sales effectiveness?<\/strong> Keep following\u00a0our blog<\/a> each week!<\/p>\n

You can also contact us to find out how we help sales teams<\/a> <\/strong>break sales records! We’re never too busy to talk about your bottom line.<\/p>\n

Image attribution<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Stalled proposals\u2014two words every sales person hates to hear. Reengaging and unsticking what\u2019s stuck is a challenge nearly all sales teams have had to handle. So, when you\u2019re faced with a stalled proposal, you may ask yourself what your options are. We have some answers for you….<\/p>\n","protected":false},"author":5,"featured_media":854,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_links_to":"","_links_to_target":""},"categories":[12,7],"tags":[82,83,81],"_links":{"self":[{"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/posts\/853"}],"collection":[{"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/users\/5"}],"replies":[{"embeddable":true,"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/comments?post=853"}],"version-history":[{"count":3,"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/posts\/853\/revisions"}],"predecessor-version":[{"id":857,"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/posts\/853\/revisions\/857"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/media\/854"}],"wp:attachment":[{"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/media?parent=853"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/categories?post=853"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/wp-json\/wp\/v2\/tags?post=853"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}