Thoughtful Thursdays - Are they really interested in buying?

We have all met them before, the ones who appear to be genuinely interested in what you have to offer, yet after putting your best foot forward and spending a great deal of time with them, they disappear.

A colleague of mine refers to these people as energy vampires, others call them tire kickers. They take advantage of your good nature and willingness to help, all at your expense.

I client of mine asked me how I deal with these prospects. The first step is to recognize that you are in this kind of situation. It can sneak up on you quite innocently and in the excitement and anticipation of closing a new sale we can be blind to what is actually happening.

For me, it comes down to listening and asking the right questions. Having said that, the approach may be different depending on the prospect as you do not want to appear pushy, impatient or dismissive with any prospect.

It is important to know when to stop talking, at what point in conversation you stop sharing your ideas and suggestions. If you tell them too much, they may decide to do it themselves. That may be  the desired outcome for them, but most likely not for you.

Having a sales process that keeps you focused on what you need to do, will minimize the chances of falling prey to these situations.

It may come down to asking your prospect a direct question about when they want to get started. A call to action from yourself indicating that before your go further down the road, a firm commitment will be necessary. In any case, do not be shy about asking, if you sense you may be going down a dead end street. I don't believe you will offend anyone by being honest with them.

Good selling,
Richard