Your client abruptly leaves the sales pitch. How do you salvage the deal?

1 Stay Calm

When a client walks out of a sales pitch, your first instinct might be to panic, but it's crucial to remain calm and composed. Take a moment to assess the situation. Your client's exit could be due to a variety of reasons that may not be related to your pitch or product. By staying calm, you signal to your client and any other stakeholders that you are a professional capable of handling unexpected challenges. This composure can also give you the clarity you need to analyze the situation and plan your next steps effectively.

2 Reflect Fast

Once the initial shock has subsided, quickly reflect on what might have caused the client's departure. Was there a particular part of the pitch that seemed to trigger a negative response? Could there have been an external factor at play? Understanding the potential reasons for their abrupt exit will help you tailor your follow-up approach. While it's important to do this quickly, avoid jumping to conclusions or placing blame, as this could further damage your relationship with the client.

3 Reach Out

After reflecting on possible reasons for the client's departure, reach out to them respectfully. Send a personalized message or make a phone call to express your concern for their abrupt departure and to ensure everything is okay on their end. This shows that you value them beyond just the deal at hand. Avoid being pushy about rescheduling or continuing the pitch at this point; your primary goal is to open a line of communication and build rapport.

4 Listen Intently

If the client responds to your outreach, listen intently to their explanation for leaving. They may provide feedback on your pitch or reveal external pressures that influenced their decision to leave. It's crucial that you listen without interrupting and acknowledge their feelings and perspective. This empathetic approach can help rebuild trust and demonstrate that you're not just interested in making a sale, but also in maintaining a positive client relationship.

5 Address Concerns

After understanding the client's concerns, address them directly and honestly. If there were misunderstandings or objections raised during the pitch, clarify these points and provide additional information if necessary. Offer solutions to any problems they may have with your product or service. Your willingness to listen and adapt based on their feedback can show your commitment to meeting their needs and may help bring them back to the negotiating table.

6 Plan Forward

Finally, work with the client to plan the next steps forward. This might involve scheduling another meeting, adjusting the terms of the deal, or providing further demonstrations of your product or service. Ensure that the client feels heard and that their needs are being considered in any new proposals. By working collaboratively towards a solution, you demonstrate your dedication to creating a mutually beneficial outcome, which can go a long way in salvaging the deal.