At first everything seems normal, who doesn't have an emergency meeting?
Two days later, one says, well, he must have gotten sick. A week later, one no longer knows what happened and tries to find justifications more with desire and desperation than with reason. (Silent customer)
What happened? Maybe the silent client wasn't as important to him as I thought? That's when you get into a dangerous game of guilt and desperation that canadian biotechnology email list can make you spend hours and hours trying to get the client back, and in that state, it's likely that he'll distance himself even more.
If the prospect really did agree on the priority of implementing your solution, chances are something has changed within their company.
New players, change in management, major cash flow issues, etc. and our mission is to find out. Stop being our silent customer
The first thing is to recover communication and the best way to do that is to be clear and honest.
As they say, people buy people, not products, documents, or perfect presentations.
The clearer and more honest we are, the clearer and more honest they will be with us.
A good question would be something like: “… I'm confused, we had agreed that it was important to implement this solution as soon as possible and that it would increase your productivity in… what changed?”
Don't give in to despair because you're not going to regain control, make a couple of calls and send a few emails to make it clear that you've tried to communicate and send a challenging email, take a look at the best emails sent on our blog and read how a seller managed to get a huge order with just one email and his client stopped being a silent client.
It's disconcerting and frustrating but sometimes it happens. Move on and don't waste too much time on it.
Read other sales objections here :
Now go out and keep selling! Look for them!
