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Chris Spurvey
Best Selling Author of It's Time to Sell
www.chrisspurvey.com

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If your job is to sell something, surely there are times that you have felt as if you are being avoided.

Here are some tips in dealing with avoidance:

Figure out whether you are really being avoided

The reality is that your product or service is your number one priority, but it is probably not your prospective client’s number one priority.

Your prospect may simply be buried under other concerns.

Your prospect may simply be buried under other concerns.

Always be opening

The easiest way to not feel avoided it to always be opening new doors and focusing on people. A rich pipeline cures all.

Use your intuition

Intuition separates the top salespeople from the average salespeople. Top salespeople use their intuition to adjust their speed

Ask a closed-ended question

“I really don’t want to hound you, and I feel that you’re not ready to make a decision at this point. Does it make sense for me to keep in touch with you, perhaps on a monthly basis?”

Find other buyers

If the product or service that you are selling is complex, it is very unlikely that there is only one person at the prospect company who is the decision maker.

Early in your conversations, map out all of the buying influencers.

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• Who holds the purse strings?
• Who will use your product or service on an ongoing basis?
• Who has identified the specifications that your product or service must meet?

In my experience, 90% of the time when we are feeling avoided the feeling has no merit.

A rich pipeline cures all.

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