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Why prospect does not take call after a first sales meeting although the price is good, product is good, your 1st meeting with buyer was good ?

This is my 25 years experience in Sales ( inclusive of 7+ years in Middle East) I invite your inputs & Votes

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تم إضافة السؤال من قبل Digamber Sudame , Director , Worldwide Infosoft Services Pvt Ltd
تاريخ النشر: 2013/05/20
Arash Lajevardi
من قبل Arash Lajevardi , National Sales And Marketing Manager , Bastan group

My first meeting with my customers is80% useful , because i go to visit my customers with complete information - good presentation - on time - and my meeting is finish in minimum time (15-20 Min)

Dattaram Rahate
من قبل Dattaram Rahate , Agent , Star Health

Prospects will always face you good at your1st meeting because your first meeting with customers is always your bread and butter.
Perhaps he may window shopper or he dose not like to refuse on your calls or he may be waiting competitors call or his arrangement to buy.

amer jayyousi
من قبل amer jayyousi , Business Development Consultant , freelance

if you give the customer what he asks for in the first meeting you will fail.

go to the first meeting prepared,do your homework about the manager and his company,ask for info. and tell him that i am here representing my company looking for your needs.

ask him,ask him,ask him untill he feels comfortable to talk,you are not a salesman,you are a consultant.

i never close in the first meeting,i leave the customer looking for info.,i will give as i take only.

never talk of price,tell him that we are providing solution and value to cater to your needs.

he will then agree to any price you though at him. make him feel the value of your proposal.

IRPHAN GHANI
من قبل IRPHAN GHANI , Senior Management , A

Perhaps the role of closing skill is required.
If all was good as you mentioned, then make the prospect also agree on the same and seek acceptance.
Thereafter do not shy from asking for the formal order.
If all was good then the prospect will commit for the formal order.
If it doesn't happen so then it implies that all good was only a perception and one needs to further probe to find the concern areas/objections to be addressed.
Keep repeating the process until you get a commitment.
Never leave the meeting before you take another formal appointment and record the same in your diary in the presence of the prospect.
Repeat this in every visit for agreed actions, such as for proposal submission, demo, clarifications, formal orders, bill submission, payment collection, etc..
Let's see if this makes any difference in future.
Enjoy selling!

Lakshman Ram
من قبل Lakshman Ram , Branch Manager , Property World Info (P) Ltd

There could be TWO theories: (1)ABC (2)ABC (1)Always be closing: Either you QUALIFY the lead, and, if found the lead as Hot / Warm, go for CLOSE.
If found as COLD, drop it (2)Always be Chasing: If you cannot QUALIFY the lead as Hot-Warm-Cold, then, you will go in CIRCLE chasing your own shadow.
Always study > analyze > understand > QUALIFY the lead.
If the lead is cold for any obvious reasons, say window shopping, indecisiveness, lack of fund, required in future but not now, take-over by competitors, mis-match of need and product/service, etc should be keenly understood by sales & marketing personnel.
This can be developed only by experience, perseverance and over a period of time.

Felix Balaccua
من قبل Felix Balaccua , General Manager , Superhawk Logistics, Inc

It can be that the buyer is not in a hurry to buy. so he is using time to his advantage. It is an old common technique of buyers.

Hussam Eldin Suliman
من قبل Hussam Eldin Suliman , Candidate MSc Strategy , Lancaster University

If all are good then (price, product, meeting outcomes) then closing the deal is achieveable unless the customer has hidden objections not stated -- such as counter offer from competitor, the customer with whom meeting took place is not decision maker, influence from third party, ..etc

Subhranshu Ganguly
من قبل Subhranshu Ganguly , Quality Analyst. , WIPRO

This is a very common phenomenon where the rep fails to read the customers  mind. This is even quite common in the BPO industry. The rep had been polite and was able to resolve the issue of the customer but still the customer  had given a0 in customer satisfaction survey. The sales rep had not done proper probing to identify the need of the customer. The need of the product had not arisen in the customers mind. The product and the price may be good but the rep was not able to create the urge to buy the product.  The rep was unable to make an impression on the customer.

Mike Emerson Pasaron
من قبل Mike Emerson Pasaron , Safety Officer , Arabian Petrochemical Co. (PETROKEMYA)

For the sales person to have a feeling that you are not their only option although sometimes that isn't the case.
By prolonging, the sales person will think that the meeting was perfect but why there is s no call? Did he do something wrong, was the price was still high and other stuff.
In a lot of cases, the sales person will give in and change it to a better offer in favor of the buyer.
The deciding factor in these cases, most of the time is who has more leverage

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