As an account executive, have you ever had a situation where you were so excited after the initial appointment — after a proposal meeting — that you were 100% sure it was a done deal? Then suddenly, as we like to say in the quiet of a Midwest evening, you hear nothing but crickets.
For people in sales, it can be a recurring nightmare. Why does it happen? How can deals be salvaged when the prospect goes to radio-silence mode?
In this episode of Automatic Merchandiser’s Vending & OCS Nation podcast, host Bob Tullio talks about sales follow-up with Matthew Marsh of First Class Vending, sales guru Gil Cargill, and his former business partner for over 25 years, Jon Fishman. Tullio believes that Fishman belongs in the Hall of Fame for OCS sales.
After years of selling convenience services together and leading a very successful sales force, Tullio and Fishman pulled some of their best follow-up techniques out of the vault. In this episode, they share them with Vending & OCS Nation listeners, reflecting on how to use those strategies, why they worked so well for them, and why they will still work today.
As a sales rep, when you hear nothing but silence in December — a month when deals are known to fizzle due to holiday distraction — put these techniques to work. Be creative, and maybe a little annoying, but use these specific techniques to close some stalled deals and finish strong in 2024.
