Comments on: SALES CHALLENGE: What Happened Next http://www.huntingbigsales.com/2009/10/21/sales-challenge-what-happened-next/ Mon, 10 Oct 2011 13:49:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Tom Searcy http://www.huntingbigsales.com/2009/10/21/sales-challenge-what-happened-next/comment-page-1/#comment-6914 Tom Searcy Fri, 23 Oct 2009 12:12:26 +0000 http://huntingbigsales.com/?p=973#comment-6914 Michael McMillan sent this to me through the Hunt Big Sales group on Linked In- (You should all be on that group- Go to Linked In and my groups to sign up) Here's what he said: The next step all depends on the relationship you were able to develop with the decission maker and the eel. See if you do not have the right relationship you may not have enough info for a great next step, you will just be the sucker asking for another meeting. But, if you did this right it is homework time. With family emergencies it is all about showing your human side. This is when any sign of salesmenship is looked down upon. So find out what is going on and get a gift that really shows you care. (note, do not go flowers or card as this is the in the box gift.) gift giving is an art. Make sure you do enough homework so you give the one thing that is remembered by all. Again this all is possible by what you did before. After this it is all about touch scheduled touch points to set-up the next meeting or find out if this project has been assigned to a new decission maker. (FYI - I just had a deal that was assigned to a new decission maker at the end and added 6 months to get back to the closing table. Man did that suck!) So really next step is research on what is going to happen at the client side. You can have an amazing relationship with the right people but if a project get put on a new team here you are back to square, 2 maybe 3. I mean atleast you still have a qualified lead right? LOL! Michael McMillan sent this to me through the Hunt Big Sales group on Linked In- (You should all be on that group- Go to Linked In and my groups to sign up)

Here’s what he said:

The next step all depends on the relationship you were able to develop with the decission maker and the eel. See if you do not have the right relationship you may not have enough info for a great next step, you will just be the sucker asking for another meeting. But, if you did this right it is homework time. With family emergencies it is all about showing your human side. This is when any sign of salesmenship is looked down upon. So find out what is going on and get a gift that really shows you care. (note, do not go flowers or card as this is the in the box gift.) gift giving is an art. Make sure you do enough homework so you give the one thing that is remembered by all. Again this all is possible by what you did before.

After this it is all about touch scheduled touch points to set-up the next meeting or find out if this project has been assigned to a new decission maker. (FYI – I just had a deal that was assigned to a new decission maker at the end and added 6 months to get back to the closing table. Man did that suck!)

So really next step is research on what is going to happen at the client side. You can have an amazing relationship with the right people but if a project get put on a new team here you are back to square, 2 maybe 3. I mean atleast you still have a qualified lead right? LOL!

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