I sell a product that ranges in the low to mid 4 figure price tag.
I have a niche audience and operate entirely with outbound.
There's someone in my pipeline who is clearly ready to buy and wants to purchase, the problem being that he's just an employee.
After several conversations with him, the hold up in closing the deal is that the person who signs the checks (aka the owner) is a widow with one foot out the door into retirement and is barely ever in the office.
I'm aware selling to smaller sized businesses isn't the ideal way to go, and I've averted my process knowing this.
However I'm wondering how those in sales would handle this.
Drop it entirely? or keep engaging?
Thanks.
I have a niche audience and operate entirely with outbound.
There's someone in my pipeline who is clearly ready to buy and wants to purchase, the problem being that he's just an employee.
After several conversations with him, the hold up in closing the deal is that the person who signs the checks (aka the owner) is a widow with one foot out the door into retirement and is barely ever in the office.
I'm aware selling to smaller sized businesses isn't the ideal way to go, and I've averted my process knowing this.
However I'm wondering how those in sales would handle this.
Drop it entirely? or keep engaging?
Thanks.
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