What’s even worse — many people will actually double down on their investment, throwing good money after bad.
Becoming emotionally attached to a deal is normal, everyone does it, and everyone will do it, it is a fact of life in sales.
However, the best way to avoid this trap is to keep yourself in check.
If a prospect is eagerly agreeing to micro-commitments, then you are on the right path.
However, when a prospect is not agreeing to south korea telegram data micro-commitments or you are exerting a lot of energy to move them to the next step, it is time to evaluate either your strategy or your willingness to continue pursuing the deal.
For example, if a prospect cancels an initial meeting more than once it is not worth prying the door open at the cost of other opportunities.
If a prospect wants a proposal without allowing you to do proper discovery, then it’s time to walk away.
The Lesson
There are certain micro-commitments along the way that would help you determine if you should continue working with a prospect. Here’s how to test the temperature of the deal.
5 Ways to Test Your Deal
Ask for commitment to a next meeting
Ask for a facility tour
Ask for an agreement to send all necessary information by a set date
Ask for a follow up meeting for a proposal
Are they showing up to scheduled calls (Zoom/Phone)?