Have you ever forecasted a deal to happen and the clients seem excited to work with you and all the sudden they stop returning your calls or emails? Or maybe they do respond but they let you know they have to push the deal out 1,2 or 3 months? You were certain this deal was going to happen but now you are confused and wondering what caused this sudden delay.

In this week’s episode, I share with you the approaches you can use to qualify your leads to uncover their level of urgency and commitment to solving their current problem. By asking the correct qualifying questions, you can gain more insight into how likely your potential client is to follow through with the deal. Join me on this week’s episode to learn more Same Side Selling techniques.

Quotes:

“The fact that you spend a lot of time and you forecast this deal is not a good reason for your client to follow up with you.”

“So when it comes to timing, if someone says, oh, yeah, we're really interested in your solution. Great. So what happens if you don't solve this?”

Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:

Linkedin: https://www.linkedin.com/in/ianaltman/

Twitter: https://twitter.com/IanAltman

Website: www.samesidesellingacademy.com

Email : ian@ianaltman.com

How to Follow Up When A Deal Is Delayed 07:36 Share

Same Side Selling Podcast

Shownotes Transcript

How to Follow Up When A Deal Is Delayed