Avoid Black Hole Syndrome

Are you waiting for a response for proposals you have sent? Does it feel like they are in a black hole? Most of the time the problem is that the salesperson does not know what will happen to the proposal after they submit it. This is especially true if the approval must come from someone you did not get a chance to meet and qualify. If you do not know the steps that your contact has to take to get approval, how long each step will take and what the concerns of the people involved in the final approval are, then your proposal has a great chance to end up in a “black hole” sometimes never to emerge into the light of day again. The solution to this problem is simple just ask you contact what steps she has to take and how long each step will take. Ask about the concerns (pain) of each of the decision makers you did not meet with. Get a commitment from your contact for when she thinks you should follow up. If you do these things you will accomplish two things. You will be able to give an accurate forecast when a decision will be made. And, more importantly, you will know when to follow up which will give you some peace of mind and keep you from being a pest to your prospect.

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