Here’s one big mistake salespeople make when prospects pull away and what to do instead.
You’ve been there.
A prospect expresses interest then suddenly gets distant.
They cancel meetings.
They stop responding to your emails.
Your calls go to voicemail.
It’s frustrating when things turn around with a prospect who you thought was going close.
When prospects pull away, the mistake salespeople typically make is to chase.
They follow up 11 times over a few months.
However, chasing is a net negative every time.
When you’re needy, prospects can smell your commission breath. They know you’re putting your best interest first, so they put up their defenses.
You miss out on sales because you’re chasing the same prospects who aren’t motivated to buy right now.
What’s the way out?
Detach from the outcome.
Send one email, then move on. Yes one.
Here are a few examples:
“Lisa, have you deferred the cold call workshop?”
“Hey Lisa, it looks like you decided to defer the cold call workshop. Based on your initial interest, it seems like I messed something up along the way. I know this is a huge imposition, but would you be open to providing some feedback so I can better serve you the next time around? Was the price too high? Competing priorities? Don’t like trainers with receding hairlines?
Either way, I know there are lots of sales trainers competing for your time and attention, so thanks for considering my workshop.”
After you send the email, drop your prospect into your automated Top of Mind sequence—no more chasing.
This post is an example of what I send automatically once a month to prospects that pulled away. It’s a piece of content that makes prospects smarter about a topic they care about.
People in my TOM sequence come back all the time without requiring any of my time.
A powerful sales skill to master is protecting your time.
Prospects that pull away are a gift. You can now spend time with people who are motivated to continue the conversation.
You don’t create motivation; you align with it.
You’re the prize.