“We need to sharpen our focus in our meetings to make sure that we’re addressing the same side quadrants.” – Ian Altman in today’s Tip 345
What will you do if your prospect is ghosting you?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ian Altman. As a CEO for two decades Ian started, sold, and grew his business-services and technology companies from zero to over one billion dollars in value. He’s a co-author of the bestselling book, Same Side Selling and hosts the weekly Same Side Selling Podcast, and you can read hundreds of his articles on Forbes and Inc. Here he is with today’s tip:
Ian Altman: Hey, it’s Ian Altman, Mike on LinkedIn. Ask the question, “Hey, what do I do if my prospect is ghosting me?” Meaning I had some initial meetings, I even sent them a proposal in some cases and now they act like I’m dead. They don’t respond to phone calls. They’re totally rude. They don’t even give me the courtesy of saying they’re not interested. What happened? I’ve done research with over 10,000 CEOs and executives around the world and I get insight into how they make an approved decision, but the greatest clarity you’re ever going to get is from what things do you respond to and which things don’t you respond to. And my guess is that if someone was addressing a serious problem for you and you felt that they understood your situation and had a good solution for it, you probably give them the time of day. And on the other hand, if it feels like they’re just trying to sell you something, then you probably won’t respond. And my research shows the same thing. See, when somebody doesn’t make a decision, when somebody doesn’t get back to you, it’s usually because they don’t believe one of two things. They either don’t believe that the impact is significant enough and whatever issue you’re talking about to make it worth the investment to try and change something or they don’t believe that your solution is the right solution or the best solution for them. So when people don’t make a decision, they either don’t believe in the impact, they don’t believe in the results or both. That means that we need to sharpen our focus in our meetings to make sure that we’re addressing the same side quadrants. And this is something we cover on page 76 of Same Side Selling that paperback a hardcover. And it looks like this in the upper left quadrant, we take notes about issue, upper right impact, importance, lower-left about what the results are they’re looking for and lower right about who else is impacted and that way we get to follow up and say, “Hey, when we spoke, you mentioned you had this issue. Here’s how it was impacting the organization. I haven’t heard back. I want to make sure we hadn’t dropped the ball. Is this still something you need to solve?” And that way you’re falling for their reasons, not your own reasons. So thanks to Mike for making the suggestion. If you have any other topics you’d like me to cover, drop me a note to [email protected]
Scott Ingram: For links to all things Ian Altman, Same Side Selling and for the video version of this tip. Just click over to DailySales.Tips/345
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!