Can you tell an enterprise client that they're not behaving professionally? (And risk losing them...)

Question

I've come across numerous examples where AEs were describing clients pushing them away or simply wasting time. At what point is it acceptible to just tell your client that you will back off if they're really not interested. When you handle Enterprise clients, it can be incredibly risky, potentially losing out on 1 out of say 10 clients.

Accepted Answer

Oh I tell them right the fuck away. If they are not seriously evaluating with the intention of buying, I cut them off. Im not wasting my time. If someone is a huge unprofessional ass to me? Not selling to them either. Tough luck, I don’t need their business that bad. Always have enough pipe so you can cut bait with the shits that make it through the screen.

Answer

Tell them immediately. Either they will respect you and build a relationship or they won't. Let them take their abuse to a different vendor.

Answer

Echoing what others have said- Gotta set the tone early. Call them on their BS day 1 or risk that being the relationship for the future.

Answer

My goal is to get to a fast no (I love the Sandler approach to "go for no" and the "negative reverse"). If there's no significant reason for a no, then you have a solidly qualified opportunity.

dreirie

Can you tell an enterprise client that they're not behaving professionally? (And risk losing them...)

8 comments

dreirie

Can you tell an enterprise client that they're not behaving professionally? (And risk losing them...)

8 comments

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