No News is NOT Good News in Sales

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…they begged for a fresh quote and then ghosted me for weeks.

I didn’t sweat it. I didn’t want to be that annoying sales rep, pestering them for a PO.

Bad idea.

Turns out my competitor had been in there and convinced them to do a 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. Agree? Share your thoughts with me.