When I first started selling, I'd experience the following scenario all the time:
I'd leave a meeting thinking I nailed it -- only for the prospect to go dark after my attempts to follow up.
What the heck was I doing wrong?
It turns out that in many cases, I stopped hearing back because the prospect hadn’t bought into making a change to solve their business pain.
They'd bought into having pain and were even sold on my solution, but they hadn’t taken the crucial last step of deciding to change anything about it.
I had assumed they wanted to change but ultimately lost the deal because they decided to do nothing. Even when your buyers realize your solution’s value, it’s still easier to stick with the status quo.
I'd made a classic error: I'd failed to uncover my prospect’s hidden objection -- a reluctance to take action. read the rest here