PICTURE IT…

Asking for the date…

Let me think about itI never make decisions on the spotI’ll get back to you if I’m interested

I’m swamped… Can I get back to you in a few weeks?Now’s not a good time

Maybe next quarterLet me talk to my colleagues and I’ll get back to youI’m definitely interested, follow up with me in 2016

Asking for the sale…

Let me think about itI never make decisions on the spotI’ll get back to you if I’m interested

I’m swamped… Can I get back to you in a few weeks?Now’s not a good time

Maybe next quarterLet me talk to my colleagues and I’ll get back to youI’m definitely interested, follow up with me in 2016

What would you do?

• A) Would you still negotiate a follow up in the future even though you didn’t convince the DM on the phone because there is no harm in a follow up?

• B) Would you recognize there is no deal this moment, but send regular emails to check-in, in hopes that they can be turned by your constant presence?

• C) Would you mentally walk away or take the opportunity away from the prospect because you don’t have time to chase weak scenarios?

THE

FEAR OF

LOSS

ANOTHER EPISODE OF:

From: Johnny

Subject: Thank you For connecting

Hi Ali - thank you again for taking a few minutes to connect. It sounds like we found a great use case for at Top Hat, so I'm excited to help bring your team on board with a trial.

Please feel free to send my contact information to marketing and we can work towards getting your teams into their accounts.

Thank you again and I look forward to working with you moving forward

Date: 9/23/2014

From: Johnny

Subject: Staying on top of mind

Good afternoon, Ali - I haven't heard from you yet and was reaching out to stay top of mind.

Looking forward to connecting with you and discussing next steps for a trial.

Date: 9/25/2014

From: Johnny

Subject: Thank you For connecting

Hi Ali - I just tried giving you a call to see how the internal discussions were going. Feel free to give me a call back or shoot back a quick response.

Excited to get things running.

Date: 10/06/2014

From: Ali Irshad

Subject: Update

Johnny,

As a quick update, I don’t believe I’m in a position to take advantage of your offer.

We decided to focus on different initiatives within the sales team, and our marketing team is putting all efforts into building new content for us.

Although I did appreciate your demonstration this will not be a priority initiative for us within at least the next 6 months.Put me down as a task for end of first quarter 2015 we can catch up then.

Date: 10/07/2014

From: Johnny

Subject: Thank you For connecting

Hi Ali - thanks so much for the update. I agree with you completely that it's always best to run a well qualified trial and not rush into it. I'll be sure to reach out to you in early 2015 to begin an evaluation once you are prepared.

Thanks again.

Date: 10/08/2014

From: Johnny

Subject: Great Content

Hi Ali - hope your end of month is going well. Last time we spoke, you mentioned that you wanted to wait until there was better content available for your team to utilize. I did some digging on the website and happened to find some pretty great collateral.

I liked learning about Mobile as a learning device as well as Cell Phones in the Classroom. I found the presentation on Integrating Student Response into the Classroom to be the most visually stimulating.

I would love to begin conversations with regards to introducing this to sales team. Are you available for a quick connect in the next week?

Date: 10/30/2014

From: Johnny

Subject: Heads Up

Hi Ali - I wanted to give you a heads up with what's going on here. Due to the short months of November and December, I would be able to work out a fantastic promotion if we can resume conversations and work towards a December trial.

When can we connect to discuss some next steps in order to get your team into their accounts?

Date: 11/11/2014

From: Johnny

Subject: Set something up…

Hi Ali - I would like to grab a few minutes of your time so we can establish a timeline to introduce our service to you. I know you and I found some great value for the team, so I would like to discuss some next steps together.

Are you available for a quick chat this week?

Date: 12/08/2014

From: Johnny

Subject: Just sitting by the phone…

Date: 12/17/2014

From: Johnny

Subject: Professional Courtesy

Hi Ali - Haven't heard from you in a couple months now with regards to setting up a trial for Top Hat. Let me know if this is still something on the radar for your team.

Date: 01/20/2015

From: Johnny

Subject: RE: Professional Courtesy

Ali - just bubbling this up to the top of what I'm sure is a very busy inbox. Appreciate your thoughts

Date: 01/28/2015

From: Johnny

Subject: Opened Emails…

Ali - I see that my emails are being opened (see image). I would appreciate knowing where we stand with regards to introducing our service to your sales team.

Date: 01/28/2015

EMAILS SINCE DEMO

JOHNNY ALI

11 1

CONSECUTIVE EMAILS SINCE PROSPECTS LAST INTERACTION

FINAL EMAIL SINCE PROSPECTS LAST INTERACTION IN DAYS

9

99

Why People DON’T buy

1. They don’t believe the issue or problem to be big enough to solve right now

2. They don’t believe your solution is the right one for the problem

Recognizing Symptoms of Fear of Loss

• Treating everything as a special case

• Leaving multiple emails/voicemails without a response

• Holding on until the prospect says NO

• Never “close lost” run demo’s

• Making excuses for the prospect

• Denial!

Overcoming Fear of Loss

• Calling out what you see

• Asking more challenging and uncomfortable questions

• Don’t let them off the phone

• Lean into NO’s

• Disqualifying prospects

• Creating “Out’s” for the prospect

• Never allowing the relationship to turn into email exchanges

My Parting Advice

• Play defense on your pipeline

• Disqualify as much as you qualify

• Watch your tone

• Don’t end the demo without a clear game plan established with the prospect.

• Be indifferent

• Always remember why people don’t buy