Are you tired of pouring your heart into sales deals only to watch them fizzle out at the eleventh hour? There's nothing more frustrating than a deal that stalls, especially when it is just within your grasp. 

But what if you could pinpoint why your deals are stalling and prevent it before it happens? 

In this episode of "The Sales Evangelist Podcast," host Donald Kelly shares a pivotal question that too many sales professionals overlook. Listen now to prevent your next sale from stalling and set yourself up for a cascade of successful closes!

The Stall Deal Dilemma

• Donald shares his insight into a common pitfall where sales professionals are left in the dark, wondering what went wrong. 

• He unveils that critical question you might not be asking—one that can make the difference between a deal stalling or sailing smoothly through your pipeline.

Mastering Communication: Asking the Right Question

• Donald emphasizes the importance of this essential yet often overlooked question: "What do you see that could prevent us from partnering together?" 

• Multiple variations of this question can be useful, but the core idea remains the same—identifying potential roadblocks early in the sales process. 

• By tackling these issues upfront, you can avoid stalled deals and foster better communication with your prospects.

Why Don't Sellers Ask the Hard Questions?

• Many sellers hold back on asking probing questions due to a lack of confidence or fear of jeopardizing the deal. 

• Donald dispels these concerns, advocating for professionalism and assertiveness in sales interactions. 

• By asking tough questions, you become a knowledgeable advisor and not a pushy salesman. 

Benefits of Uncovering Objections Early

• Donald discusses the advantages of early objection handling, which include:

  •  Building trust and authenticity with your prospect.

  • Demonstrating your experience and foresight as a sales professional.

  • Enabling a clear path to address and mitigate potential obstacles.

Suppose you've found yourself staring at your phone, wondering why a once-promising prospect has ghosted you or why a deal isn't advancing as planned. In that case, this episode of The Sales Evangelist podcast is a must-listen!

Remember, this podcast is dedicated to guiding you toward dominating your deals. It's not about quick fixes but about sharpening your sales skills. Apply the insights from this episode to your sales strategies and watch your pipeline thrive!

"The question is simply asking the prospect early on in the sales process, perhaps in your discovery, after they've explained their challenges and you talk to them about your solution, and they see that this could work." - Donald Kelly.

Resources

The Sales Evangelist Sales Mastermind

LinkedIn Sales Navigator

Donald C. Kelly on LinkedIn

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

1. This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

1. This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.