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Top 7 Ways to Get to the Truth: When the Sale "Disappears"
By Ari Galper

Article Summary:

You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings. Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed, happy, and hopeful. Then a couple of days go by with no phone call or e-mail. You tell yourself, "He's probably busy. I know he'll get in touch tomorrow." But tomorrow comes and goes with no word. You start to panic. Your self-talk turns negative: "I can't believe this...This is really starting to hurt...He let me believe it was a sure thing...I trusted him...now he's disappeared on me, and I was counting on this sale..." The relaxed, happy feeling is gone. You've fallen victim to "hopeium " again. Have you been in this situation before? Of course you have--we all have, and it's painful. So, can you keep from getting dropped? Yes--With the new mindset, you can abandon the salesperson role and come from a place of integrity that stems directly from your personal brand that doesn't compromise your authentic self. This opens communication with your potential clients so you can learn the truth about their situation--and that's what you always want. These suggestions will help:

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