"Customers smile and say all the right things. Then when I try to close the sale, they pull the rug out from under me. I feel used and strung along. But what really hurts is that I should have seen it coming."
Develop radar-like skills that top sales professionals use to avoid dead-end situations. Know what to ask to determine a customer's sincerity. Discover a system to reach the decision maker from the start every time. Manage the committee decision process. Differentiate between stalling tactics and legitimate concerns or delays. Master the art of resolving conflicting needs and expectations within the customer's organization.