Podcast
Questions and Answers
What does "going dark" refer to in the sales process?
What does "going dark" refer to in the sales process?
- When a customer makes a purchase
- When a customer stops responding after a conversation (correct)
- When a customer asks for a discount
- When a customer provides positive feedback
At what stage of the sales process is going dark most common?
At what stage of the sales process is going dark most common?
- Conversation
- Discovery call
- Proposal (correct)
- Commitment
What is the key to avoiding going dark and pulling a customer out of it?
What is the key to avoiding going dark and pulling a customer out of it?
- Sending a "just checking in" email
- Knowing the customer's event or reason for buying and asking about it (correct)
- Disqualifying the customer
- Ignoring the situation and moving on to the next prospect
What is trigger-based selling?
What is trigger-based selling?
How can triggers be set?
How can triggers be set?
Why should you avoid sending a "just checking in" email?
Why should you avoid sending a "just checking in" email?
What is disqualification in the sales process?
What is disqualification in the sales process?
What are the stages of the sales process?
What are the stages of the sales process?
What is the goal of the salesperson in avoiding going dark?
What is the goal of the salesperson in avoiding going dark?
What should you ask the customer to avoid a check-in call?
What should you ask the customer to avoid a check-in call?
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.
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Description
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.
