Do you let your guard down after the prospect has said ‘Yes’?
Far too often sales people, particularly those new to sales, have a tendency to relax after they have received a verbal ‘Yes’ from the prospect and assume that the sale is nearing completion. BIG MISTAKE!
What many sales people fail to recognize is that an impending sale is most vulnerable after the prospect has said OK, and that getting to ‘yes’ is where it starts. There is still a lot of work ahead to finalize the sale, and a few hurdles to overcome, before you break out the champagne.
Let’s talk about what’s headed your way, so you can address these challenges before they derail the sales celebration. Continue reading…