Salespeople get stuck in the moment of problems in presentations. This hangs up the sales process another way to say this is people get stuck in the mud. They don't know what to do or say... so they lose momentum.
The deal goes sideways and salespeople cant figure out where to go.
Losing momentum kills deals and you need to know why. The buyer feels the presentation and has a rhythm. The conversation slows down and then feels lost. The momentum is lost in the presentation. The buyer goes into “I need to look for other options”. The deal could have been made.
There are a few elements to keep a sales presentation moving forward:
Look for ways to keep the deal going forward. New salespeople struggle with the momentum in the call. How you can do this with a little work:
Be willing to make an offer if you think you are going to lose the deal. You will want to try to build some momentum here and you cant get caught up in the "no". As you work your sales process you will want to pay attention to yourself and stay grounded. Too much energy is not good and not enough energy is horrible as well.
Create your
podcast in
minutes
It is Free