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Don’t Let ‘Em Off Easy: How to Hold Prospects Accountable
February 20, 2020 @ 11:00 am - 12:00 pm CST
Keeping deals flowing through the pipeline is critical for Sales Reps to hit quota and for companies to realize revenue goals. However, preventing deals from stalling out and prospects from disappearing isn’t easy. Forty-six percent of sales reps missed their quota in 2018.
Too often, the prospect takes over control of the sales process and all communication ends up being on their terms, making it easier for them to procrastinate or opt-out of the deal completely.
In order for sales representatives to effectively land deals, they need to know how to hold prospects accountable. Establishing urgency and being persistent is key, but it’s also important for representatives to know when to walk away from a deal that’s going nowhere.
In this presentation, Kristie Jones, Founder and Principal of Sales Acceleration Group, shares her tactics for taking back control, creating specific timelines, and communicating clear expectations to prospects to ensure they know exactly what their role in the sales process is.
You will learn:
How to create an upfront contract with prospects that establishes how your sales process works
- How to teach prospects that you’re going to hold them accountable
- Why it’s necessary to give prospects homework and a deadline
- How to establish consequences for a prospect’s bad behavior
- What are the signs that it’s time to walk away from a deal that’s not progressing