Sell More Effectively
Revive a Deal That Went Quiet
A buyer who was enthusiastic after the demo stopped replying for three weeks. Something changed and he has not said what.
4 minNegotiationMedium
Who you face
Tom Becker
Head of Engineering
Polite, evasive, quietly embarrassed.
“Hey — sorry for going quiet. Things have been busy. What did you want to cover?”
The opening line is fixed. Everything after it depends on what you say.
What you have to get done
- 1Get him to name what actually changed
- 2Re-anchor on the problem he wanted solved
- 3Agree on a decision date or a clean no
An objective counts only when a judge can quote the line where you hit it. Nothing is credited on impression.
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