Trick or Treat? Don’t Be Haunted by Fake Prospects!
Don’t Be Tricked by Fake Prospects
Hi, this is Jack Kasel with Anthony Cole Training Group, bringing you our next weekly Sales Brew. In a couple of days, we’ll be celebrating probably the third most celebrated holiday in the United States: Halloween. During Halloween, people dress up to appear or look like somebody other than themselves. In the old days, kids would go to houses looking for a treat, and if they didn’t get one (or didn’t get one they liked), they would then pull a prank or a “trick” on the people in that house. Some people even enjoy Halloween simply because they like getting scared. And some things you see on Halloween may actually haunt you.
Now, you’re probably wondering – what does this have to do with sales?
Well, I’m sure there have been times when we’ve encountered people, companies, or opportunities that appeared to be prospects. They dressed up like a real opportunity, but they were nothing more than somebody kicking tires. So, how do we figure that out? Because if we don’t, we’re going to get tricked, and then we’ll be haunted by all the time we wasted when we could have been spending it elsewhere.
How Do We Avoid Getting Tricked?
1. Ask Fierce and Robust Questions
The first thing you want to do is ask fierce and robust questions. Never be afraid to challenge their thought process – remember, you’re challenging a thought process, not a person. Here are some questions to consider:
- “When did you first notice this occurring?”
- “What have you done to address that issue?”
- “Suppose this continues. How will that affect you?”
2. Stay Clinically Detached
Make sure to remain clinically detached from the opportunity. Sometimes, we get so focused on the treat we think we’re going to get that we don’t ask the questions we should or hear the things we need to. Don’t let excitement cloud your judgment.
3. Keep a Full Pipeline
The third thing that keeps us from getting tricked is having a robust and full pipeline. Always be looking for opportunities. When your pipeline is brimming with options, there’s less chance you’ll be fooled by someone who has no intention of buying. They might just be using you to get a better deal from their current supplier or company.
As the holiday approaches, enjoy your Halloween – but let’s not get tricked as we try to find and grow business. Let’s stay focused and avoid the prospects in costume, ensuring we spend our time with the real opportunities.
I hope you have a spooktacular rest of the year! Thanks for listening.
From Jack Kasel, Sales Development Expert
Anthony Cole Training Group
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