The Advanced Selling Podcast #502: How Do I Keep Deals Moving When Prospects Disappear?
9 snips
Jun 11, 2018 The hosts tackle pressing listener questions about keeping deals alive when prospects go silent. They discuss unique communication strategies for managing accounts receivables, emphasizing professional engagement during sensitive financial conversations. The importance of rapport-building in discussing overdue payments is highlighted, along with tips for fostering client engagement. They also explore a mindset shift towards assessing the worthiness of potential clients, ensuring that sales professionals navigate challenges with confidence and perspective.
AI Snips
Chapters
Transcript
Episode notes
Authenticity in Collections
- When collecting receivables, acknowledge the awkwardness.
- Frame the conversation as clearing up the past to focus on future opportunities.
Strategic AR Delays
- Some clients intentionally delay payments as a cash management strategy.
- They wait for multiple follow-ups before paying, prioritizing the "squeaky wheel".
Easy Meetings
- Investigate why getting meetings is easy; it might indicate unproductive meetings.
- Ask prospects why they agreed to meet to understand their motivations.