You’re at the end of the goal-setting and planning call with a prospect, but you don’t feel they have bought in and are confident in your plan. What step(s) should you take next?
Avoid asking the prospect how they feel. Using tie-down questions, such as “what do you feel least confident about?” can amplify hesitancies and make it harder to close.
Continue to move forward. When you try to close the prospect, you’ll learn whether or not they have bought in.
Back up in the sales process. Find out where you lost the prospect and don’t move forward unless you are both in agreement.
Politely end the call and remove this prospect from your sales process. Be efficient with your time by only pursuing prospects ready to move forward at this stage.