Sales Strategy: Do You Go Dark?
Every sales person’s lament:
“My customer and I had several great meetings, they gave every indication they were going to buy, and then they went dark! No reply to email or blowing up their phone. I even tried texting. Why do they do that? Just tell me, I can take it!
Can you?
When we ask our candidates why they go dark on us after having several interviews the answers, given weeks later when there is nothing at stake are:
1) I had another offer and I needed to stall for time.
2) I wanted to see what would happen with my review.
Understandable right? But here’s the most popular answer.
3) I felt horrible giving bad news to the recruiter/salesperson. They worked so hard for the deal.
People won’t go dark if this is your authentic mantra and it comes across to them.
“I want your business. I don’t need it.”
Five Great CRM Tools
