Learn strategies to prevent customers from going dark during the sales process, including trigger-based selling, preparation, and avoiding common pitfalls like sending generic emails. Understand the importance of staying focused on customer needs and events to secure a successful deal.

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Questions and Answers

What does "going dark" refer to in the sales process?

When a customer stops responding after a conversation

At what stage of the sales process is going dark most common?

Proposal

What is the key to avoiding going dark and pulling a customer out of it?

Knowing the customer's event or reason for buying and asking about it

What is trigger-based selling?

Setting triggers for specific events and using them to pull a customer out of going dark Signup and view all the answers

How can triggers be set?

Through Google alerts or LinkedIn Signup and view all the answers

Why should you avoid sending a "just checking in" email?

It may not be well-received Signup and view all the answers

What is disqualification in the sales process?

Losing a deal at any stage in the process Signup and view all the answers

What are the stages of the sales process?

Conversation, discovery call, proposal, commitment Signup and view all the answers

What is the goal of the salesperson in avoiding going dark?

To stay prepared and focused on the customer's needs and events Signup and view all the answers

What should you ask the customer to avoid a check-in call?

About their event or reason for buying Signup and view all the answers

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Study Notes

"Going dark" refers to a situation where a customer stops responding after a conversation.
The sales process involves having a conversation, discovery call, proposal, and commitment.
Disqualification or losing a deal can occur at any stage in the process.
Going dark is most common after the discovery call demo, proposal, or commitment.
Preparation is key to avoiding going dark and pulling a customer out of it.
Find out the customer's event or reason for buying and ask about it to avoid a check-in call.
Trigger-based selling involves setting triggers for specific events and using them to pull a customer out of going dark.
Triggers can be set through Google alerts or LinkedIn.
Avoid sending a "just checking in" email as it may not be well-received.
The goal is to stay prepared and focused on the customer's needs and events.