STOP SELLING TO UNMOTIVATED PROSPECTS
How many times have you heard “I’m interested and will discuss with xxx and get back to you in a few days” or “We will take a look at this in a month” or “I’ll have my team review this and get back to you in a week”? This is often music to a salespersons ears. But there’s a problem if you keep hearing it from the same prospect and keep waiting for the deal that never comes. You need to wake-up, move-on and sell to a well qualified prospect. Funny thing is that many salespeople just want to hang in there even when they know they are being lied to. There are prospects out there that just don’t know how to let you know that they can’t buy, won’t buy, or have no intention of buying. It’s important that you validate the true level of interest early in the sales process or you may find a pipeline full of hot air. You will need to spot the time wasters early in the game. Here are some suspects you should be on the lookout for:
1) Suspect says that they are the decision maker but you never get a decision.
2) The person is in a learning mode and is using you to come up to speed. Yes, you are his/her subject matter expert and he has no intention of buying anything
3) Prospect is just interested in getting your pricing and has already made a decision on another vendor
4) Prospect is afraid of change and can’t get to yes. You need to uncover their problem and try to get them over the fear – otherwise move on.