"Now That We're Done, Can I Ask You a Question?"

Today the Whetstone Group shares a great way for you to get a second chance with a prospect when it seems like there's nothing left to be done. It's definitely worth a try!

Problem: We blew it. The prospect said "no." We worked like crazy to put together a great presentation and our hopes to get a commitment to buy were high, but it just did't happen. The result was a no...failure, and worse, now we don't know where to go. Do we just pack it up and leave? There's got to be a better exit strategy than that.

Analysis: We have to look back to the qualifying steps of the call. We probably failed to accurately diagnose the prospect's pain and as a result our prescription (or proposal) was off target. But it's too late now. We need a strategy to get us back in the game. Here’s an idea that works.

Prescription: After you've gotten a "no" from the prospect, try saying something like this. "Mr. Prospect, it sounds like it's over. Am I right?" Prospect acknowledges that it is. Then you say, "Well, now that we're finished, can I ask you a question before I leave?" The prospect will let you do this since he has a vision of your imminent departure. You continue, "First let me apologize. I really felt like we had a good fit, but obviously I failed to completely understand what you were looking for. That's my fault." Now you conclude with, "What were you really hoping I would have brought to the table today so that you would have felt more comfortable with my proposal?"

This is where the prospect will typically bail you out and tell you what you needed to present to get the business. Once he's told you, if it's something you can do, you may be able to resurrect the sale by saying, "Thanks, I guess I really blew it. But if I could do that, would it make any sense for us to continue talking or should we keep the file closed?" You'll be amazed at how it gets people to open up and talk, once they think it's over. It may give you that second chance you need to make the sale.

Whetstone Group is a sales process improvement company that focuses on helping companies implement a proven sales process that will increase sales, shorten the selling cycle, increase closing rates, and improve margins. Learn more at www.whetstonegroup.com