Thoughtful Thursdays - Dealing with the stall

What do you do when your potential customer keeps putting off giving you the or

All questions have been answered and concerns addressed, but they just keep stalling and you feel like you are getting the run around.

There has to be reason for the objection, but you have yet to uncover it. Here are a few suggestions that might help discover the reason and accelerate the decision making process:

• Review your calls, re-confirm the situation with your prospect and reinforce the value of dealing with you - make sure you have not missed anything.
• Did you ask for the next order? - Don't laugh, this happens more often than you might think!
• Confirm the timeline and make sure your expectations are reasonable - do they have inventory to work through before they change suppliers?
• Do you have to be set up as a new supplier in their system? Is there any additional information they need to get from you about your company?
• Develop a call to action that will result in an overt benefit if they place the next order with you.
• Do you know if the incumbent supplier has been able to make a counter offer? Are you getting the 'last look'?

Good selling,
Richard