Haven’t Heard Back from the Customer?

Years ago I had a deal that was practically a "done deal". They were an established customer and it wasn’t supposed to be a competitive deal. And yet…after I sent they quote they ghosted me for weeks.

I kept seeing it on my weekly reports, but I didn’t want to be that annoying sales rep, pestering them for a PO. I figured they had been out on vacation, probably had other priorities, etc. I figured it would come when they were ready so I ignored it.

Bad idea.

Turns out my competitor had been in there and convinced them to listen to his presentation and was filling their head with all kinds of untruths about me. I didn't find out until it was too late because I ignored the red flag.

No news is NOT good news. Get in there and figure out what's going on. Send a text. Send a video message. Keep calling. Make sure you're not getting undermined by your competitor.

Nothing is a done deal until the PO is in the door. Don’t ignore red flags like I did. Better to a polite pest than lose your deals.

What are your thoughts? Share with me in the comments!

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