Tip Sheet: Gaining Commitment: Moving a Stalled Sale Forward

We've all been in the position before in which a prospect seems genuinely interested and yet they just won't commit. Are they serious or just stringing you along? There are some distinct steps you can take to ensure that you are always in control of the sales process and yet not controlling the prospect. These tips will help you better qualify your prospects and shorten the sales cycle. Here are some ideas as to how to use this document: * To use as a cheat-sheet of many actual phrases and responses to say to lingering prospects * To use as a team exercise so everybody can identify their stalled prospects and choose the best technique to secure the sale * To serve as a reminder of some basic things we can do during the sales process, so we can shorten the sales cycle overall The "Sales Process" tip sheet and the "Creating an Analysis Sheet" tip sheet are nice companion pieces, which will help you during your "qualifying" part of the sales process and hopefully weed out these lingering prospects This is copyrighted material and intended for personal and internal use only $3.95 / 3 pages