Prospects lose interest in your pitch for many reasons. So before they do, use it to meet more and higher level people to generate shared interest.
1. Your attitude has to always be, “Get to the leaders.” A prospect’s interest doesn’t mean much if you haven’t talked to the leader. Subordinates can be helpful, but don’t expect them to sell your offering to their bosses. It requires effort and risk for a questionable reward for them.
2. Whenever you approach an opportunity or prospect, ask (in your own words), “Who else will be involved and who do those people report to?” You can’t depend on your contact to generate interest in all the other people who will have a say in the purchase. If your contact is interested, get him or her to introduce you to the other people.
For the rest or this article click here: 7 Sales Management Training Drill for Handling “I’m Interested, but I’ll get back to you.”