You'll be surprised how far these counter-intuitive power moves can take you. Drew Henricks’ Inc.com article points out that a salesperson's job is no walk in the park - you hit roadblocks day in and day out.
So, Henricks says, “When deals are in limbo and prospects are missing in action, how can you get yourself unstuck?” Here are 7 things he says you can do right now to get yourself back into the game.
- Get the Blood Flowing
When you're feeling unproductive, go for a walk, take your dogs out, get out in nature and you'll come up with all sorts of creative ideas.
- Jump Into the Future
If you are at a loss, fast-forward into the future and look back. You are sure to get some insights about what you might be missing in the deal today.
- Be Brutally Direct
When traditional follow-ups are going into the black hole and you feel you've hit the wall, don't throw in the towel quite yet. Instead, try this kind of brutal honesty and let it work its magic. As John Barrows says, "For the 5th follow-up email that you send, put "Did I lose you?" in the subject line. Your chances of a positive response are 88%."
- Think Outside of the Deal
Next time the prospect goes dark on you, don't keep reaching out and asking about the deal. Instead, talk about what gets them excited.
- Set the Timer
Chris Yeh says, "I set the timer for 20 min, because I know that no matter how difficult something is, no matter how much I'm afraid of getting started, I can do anything for 20 min." If you're ever not sure what to do or having a hard time getting started, just set that timer and get going.
- Show Up
Don't waste your time diddle-daddling on the topic - show up and hash things out in person.
"Sometimes the best thing is to simply offload the task or the project to someone else - someone you trust," says Ari Meisel. If you are completely clueless about what to do - delegate!
So here are your 7 tips from the best in the business. Add them to your toolbox, try one when you feel stuck and watch what happens.