Is Your Prospect Fooling You?
By Walt Gerano
10 Symptoms of the Dreaded “Think It Over” Disorder
- You keep going on appointments with prospects that don’t fit your profile
- You are always answering questions rather than asking them
- You don’t pre-call plan every sales call
- You rely on cold calls
- You think “running faster” is a strategy
- You are too trusting of prospects and what they say
- You do most of the talking on your sales calls
- You talk too much about products and not enough about problems
- You go on any appointment because you don’t have enough in your pipeline
- You don’t get the prospect’s commitment before you present your solution
Play The Sales Brew:
By Walt Gerano, Sales Development Expert, Anthony Cole Training Group
No foolin, it’s April 1st!
Hello and welcome to this week’s Sales Brew where we ask the question, “Is your prospect fooling you when they say, ‘I want to think it over’?”
While we all love to hear a yes after our presentation, sometimes we hear a no. How many times are you hearing “think it over”?
Think about the last 10 sales opportunities you had in your pipeline where you didn’t get a yes. How many of them are still in the pipeline because you are hoping for a yes after they “think it over” and get back to you?
Now ask yourself what percentage of the time when you allow “think it over” do you get the business? My guess is that, if you are like most people, the number is pretty small. So, let’s stop accepting “think it over” from prospects.
Since we agree that “think it over” is not the most effective strategy for closing more business, let’s look at some of the symptoms of the dreaded “think it over” disorder.
- If you keep going on appointments with prospects that don’t fit your profile
- If you are always answering questions instead of asking them
- If you don’t pre-call plan every sales call with questions you will ask and curve balls you expect
- If you rely on cold calls instead of introductions and referrals
- If you think “running faster” is a strategy
- If you are too trusting of prospects and what they say.
- If you are doing most of the talking on your sales calls
- If you are talking too much about products and not enough about problems
- If you go on any appointment because you don’t have enough in your pipeline
- If you don’t get the prospect’s commitment to a Yes or No answer before you come back, before presenting your solution and before answering all of their questions
Eliminating “think it over” is easier that you think. First, let’s agree that it’s our fault. If you have a sales process that allows for “think it over”, you are going to get “think it over.” If you don’t have an effective sales process, well then, get one and follow it every time!
So, stop fooling around with prospects that want to “think it over” and go sell something!