5 Signs You Should Walk
Away From A Prospect
Fast
There ’ s an old sales manager ’ s story originated by self-made insurance billionaire W . Clement Stone in his book , “ The Success System That Never Fails ,” about the failing salesman who goes in to see Clem , his boss , for advice about how to turn his sales slump around .
Clem hands him a list of names and tells the salesman to call these people and reference his name , assuring the salesman they will take his call and be interested in buying insurance . Sure enough , the salesman calls everyone on the list , and they all buy ! Reinvigorated , the rep goes on to be one of the top salesmen for Clem . But the “ secret ” Clem reveals later is that the names were just random people he picked who he had no affiliation or friendship with , making the point that the attitude of the salesperson is what determines the outcome of the sale .
Many sales managers believe this and teach it to their reps : When you meet with a prospect , either you are selling them on why they should buy or they are selling you on why they shouldn ’ t . And while the attitude and determination of the sales rep matters , there are some people you ought not sell to .
The cheapskate who is going to fight you over every invoice and every recommendation and who will not thank you for the services provided is on such example . Close to them is the slow-to-no payer who wants payments and extended credit on everything . Then , there ’ s the raging jerk who is ungrateful and downright nasty , rude , and belligerent to you and your team . Another is the “ knows enough to be dangerous ” guy who insists on doing some of the work himself , tinkers and screws things up , and leaves behind a giant mess for you to clean up . Some simply won ’ t take your advice and will want you to modify your deliverables and services while they still expect the same results .
Sometimes ( read : often ), these people reveal themselves in the sales process and should be passed over immediately . Of course , many don ’ t bow out , mostly because of the possible check or because they are afraid to not make a sale because they ’ re desperate . This is one of the reasons why having sufficient deal flow ( new leads and opportunities ) is critical not only to the stability of your business but also your sanity and confidence . But how do you know when someone is being totally , completely irrational in the sales process , kicking off warning signs of “ Danger , Will Robinson !” or simply not “ sold ” yet ? Here are five signs .
1 Anger If the prospect disagrees with you but
expresses themselves with more intensity and excitement than the situation seems to warrant , they ’ re an emotional fireball to avoid . Some people cannot disagree without crushing the other person , belittling them , and “ showing you who ’ s in charge .” This has nothing to do with you — and if they ’ re acting this way in the sales process when you bring up price or suggest they sign a managed services contract , they ’ re only going to get worse once they ’ ve given you money . Move on .
2 Evasiveness If the prospect won ’ t answer
questions , seems evasive , refuses to share critical information to help you understand their situation , won ’ t provide details , and generally stonewalls you , that ’ s a sign you ’ re wasting your time . Either they are using you to get a quote to
14 | MSPSuccessMagazine . com • VOLUME 3 ISSUE 1