Written by Sean McPheat |
You know the situation…
You’ve met with the prospect, they seem to “love your ideas and proposals” and then everytime you call them for a second meeting they say “I’ve been really busy and my plate is full, can you call back in a couple of weeks time?”
So you call again in a months time and then they do exactly the same!
So how can you overcome Full Plate Syndrome?
Well, in my opinion if this happens to you then you did not provide sufficient value that made the purchase a MUST have for the prospect.
Either that or the project is now dead and the prospect does not have the guts to tell you.
Let’s put it this way – if your proposal was offering free fifity pound notes and during the second meeting you’d actually be taking a briefcase full of the things, do you think that the prospect would still “have a full plate” and be very busy?
I’d bet that they’d meet you the same day you called or tomorrow at worse!
Well, that’s because they couldn’t possibly turn down an opportunity like that and that’s exactly what you must do when you sell.
You’ve got to make your offer so compelling that they simply CANNOT turn you down.
So my question to you is this?
Does your offer create so much value that your prospects would just be stupid to turn you down? Have a look through what you offer and ask yourself the “so what?” question at every benefit and feature. What will make them stand out?
This will magically make their “full plate” go away and they’ll be beating down your door to meet with you!
The Sales Jedi
Originally published: 27 April, 2009