Looking back at your lost sales, there’s probably a commonality during your pitches where your prospects begin to fade.
There are many symptoms of prospect comatosis
But the most common
And easiest to pinpoint
Is silence.
Meaning:
They stop asking questions
Or really responding much at all
To anything you’re saying.
See if this helps:
If you find that the cone of silence occurs
When you break down the process of what you do
You might focus all of your attention
On future pitches
To boiling it down to only things
That directly
Overtly
And simply
Solve the one problem
Your prospect came to you
To solve.
I’m here,
Kevin
P.S. Thanks to Graphic Designer to the Stars Chris Haas for inspiring this conversation. You may find Chris here