Aja Frost says, “Vacations can bring deals to a screeching halt. Even the most enthusiastic prospects can go dark after spending some time away from the office.

Prospects are usually slammed with work when they return, so they’ll often deprioritize the deal while they play catch-up with their immediate responsibilities.

Once the deal has lost momentum, reps can find it challenging to get back on their prospect’s radar.

Does that mean the deal is a lost cause if the buyer takes a trip? Not if salespeople plan well. These four strategies will keep the momentum going in their prospects’ absence.

1) Set a Firm Next Step

It’s important to end every conversation with a clear, mutually-agreed next step — but especially so if the buyer is going to be out of the office. Her calendar will be more full than usual right after she returns, so the rep needs to secure a slot in advance or risk never getting one”.

How to Keep a Deal’s Momentum Going When Your Prospect Goes On Vacation

HubSpot

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