4种破坏销售中断和恢复停滞交易的策略

中断是销售人员生活的一部分。不幸的是，您的产品或服务并不总是会成为潜在客户的首位。事情出现了，例如预算变化，终止，辞职甚至商业失败。

但是，如果您正确处理它，则中断不会拼写交易的终结。Regardless of which type of interruption you’re dealing with, here are a few strategies to get your stalled sale back in motion.

1) Check and double-check everything you’re told.

Make sure the information you’re getting is consistent. If different contacts tell you different things, ask questions until you determine why. Are some people misinformed, or are certain stakeholders trying to actively derail the process?

至关重要的是，您的教练 - 您的目标帐户中的人可以帮助您识别下一步 - 不是“yes men.”事实比获得“是”要重要得多。如果交易真正完成了，请尽快找出答案，这样您就不会浪费宝贵的时间来恢复已经死亡的销售。

While you should always cultivate contacts who will tell you what’s going on and why, sometimes people may be afraid to come clean or won’t have the full picture.

Probe for supplemental facts by asking:

• “我还有什么应该知道的吗？”
• “Does that mean that X,Y, and Z are true?”
• “Can you explain that to me in a bit greater detail?”

Once you understand why the deal has stalled, you can begin to formulate a recovery plan.

2) Set a next meeting or follow-up date.

如果您问您的潜在客户何时可以重新连接，他们会告诉您：“哦，几周后回电，”错误的回答是：“好吧，听起来很棒！”

为了保留对销售过程的控制，请从任意转移到特定。任意的下一步日期表明缺乏解决问题的关注。将您的潜在客户保持在特定日期，并且不接受模糊的解释以证明推迟是合理的。

3) Use a “takeaway close” to give non-serious buyers an out.

If I’m getting brushed off by a prospect, sometimes I’ll ask, “Were we a bit premature in getting this process started?”

Especially if your offering is complex, it’s not out of the realm of possibility that your point of contact has gotten in over their head. This“takeaway close”separates serious buyers from overwhelmed prospects, as it provides an easy way out to end the process professionally.

How do you tell the difference between these two types of prospects? When you pose the question, a serious buyer will say, “No, we need your product -- but X reason is why we can’t do it right now.”

A non-serious buyer, on the other hand, will breathe a sigh of relief and say, “Yes, we started this conversation a little too early. Let's back up.”

4) Focus on the end goal.

In the course of your discovery and qualification calls, you should have uncovered what your prospect’s pain is -- and when they need it fixed by.

So if a deal starts to stall, refocus your prospect by asking them, “Wait, didn’t you say you needed a solution to [pain point] by [date]?” Sometimes the end goal gets buried in the minutiae of a sales process, and rehashing deadlines can help.

如果优先事项发生了变化，而您的产品现在是一个不错的选择，而不是需要养护，那么您的潜在客户将利用这个机会让您知道。但是，如果他们只是分心，请提醒他们，他们的问题有多严重，可能就是他们要重新购买购买过程并签署合同所需的推动力。

Interruptions are a true test of a salesperson’s skill and persistence. If you let them, interruptions will quickly kill a deal. But handle them the right way, and your deals will be back on track in no time.

How do you handle interruptions in the sales process? Let us know in the comments below.