Business Development Scenario

As it goes... A successful B2B Business Development Executive does minimum 5 follow ups or cold calls with every client before calling it either a prospective closure or closing the lead. Why 5 is the question? It is because every Human Being takes time and information to get comfortable towards a product or service which is new to him/ her or if the company offering it is completely new. These were the answers got from various executives in Enterprise Level, Medium size and Small Businesses: "I did not remember the company when I was finalizing this" "I did not know what they actually provided" "The sales guy never called me again and I don’t think he ever sent me an email" “Their Prices were too high for a new investment” “I somehow thought the sales guy would not pick my call once I signed the order” “I believe I spoke to someone at that company, let me check if I have their email here” “I went to their website, and some guy called me and gave me a quote. I still don’t know what this quote means” “I bet it’s a home Business as that guy never answers my calls” “That guy dint know anything about what he was talking and there was no other person to talk to” “I would have signed it if they sent the so called proposal” This one takes the cake: “They are a very big company with hundreds of employees so every time I ask them for some kind of information, it is only sent after 2-3 days” “Ya. I got a call from them and this guy just wanted me to be on a conference call and said they would double our business” “They wanted me to add them as a vendor without them providing any kind of explanation” “I didn’t know what to do with the samples they sent me” “This was a big investment and I can’t sign up with them without anything to show my management” “Our Board was not impressed with their approach” When these are the answers you get from clients of a company, whose fault is it? Sales Guys are so accustomed to selling that they forget that there is another Human Being on the other line. They want to close the sale even before the person knows who’s calling!! Try and find your clients in these responses and see what went wrong and try calling them again! Don’t read this if you’re calling and saying “Hi I’m Tom calling from Capital One Credit Cards…