Was on a cold call today with a prospect who wouldn't open up to me about their current process + mentioned that timing was bad on their side for our product. I asked him if Q4 would be a better time because there seemed to be somewhat of a need, but not a current concern --> he said sure. Thought I handled it alright, CEO then says that I should've asked more questions like: Why is it not a concern Explained more about how we could potentially help --> ask him if he thought that our solution could help his process The problem is that we sell a complicated fintech product with a deal cycle of about 6 months-1 year. My thought process is that if they don't have an open project or need (especially if they aren't telling me their process or are super cagey), there is no point in "flipping" them. Regardless, I've never really found an answer to the "I'm not interested" objection that hits home with this product. I guess my TLDR question is: should I be asking more questions here + trying to flip people or am I just wasting my time/pissing off customers?

If the current process is good enough what you deliver has to be absolutely amazing for them to even consider a change.

Boss is probably just getting a shitload of pressure and would rather put a fakeass deal in pipeline than have a clean pipeline with actual deals. You did the right thing.

In large or complex sales (or both), I have found that Timing is 80% of what gets the deal done. It needs to be a current priority for the customer to get the resources needed to get a deal over the line.

MY 2cents - you weren't talking to the right person. And the person you were speaking with gave you the brush off. Its never the right time to talk to someone in sales until you have to have it yesterday. Then you become an order taker.

I'm all about asking questions, which is why I picked 2. That said, sometimes it's just the wrong time, or you have the wrong person. And I don't like banging my head against a wall when I could be talking to someone who is interested or who can make a decision.

The hard truth is that you both expect more out of a prospect like that than is realistic, if its not a priority now it probably wont be one later and the push off is just a polite no

js2458

Enterprise SDR

Politicker

Catalyst

Valued Contributor

Cold Calling Enterprise: "Flipping" People?

Was on a cold call today with a prospect who wouldn't open up to me about their current process + mentioned that timing was bad on their side for our product.

I asked him if Q4 would be a better time because there seemed to be somewhat of a need, but not a current concern --> he said sure.

Thought I handled it alright, CEO then says that I should've asked more questions like:

Why is it not a concern
Explained more about how we could potentially help --> ask him if he thought that our solution could help his process

The problem is that we sell a complicated fintech product with a deal cycle of about 6 months-1 year. My thought process is that if they don't have an open project or need (especially if they aren't telling me their process or are super cagey), there is no point in "flipping" them. Regardless, I've never really found an answer to the "I'm not interested" objection that hits home with this product.

I guess my TLDR question is: should I be asking more questions here + trying to flip people or am I just wasting my time/pissing off customers?

How to approach these situations?

Attached poll

Follow-up later on, can't win someone who is not interested Manager is right, I need to be more pushy and battle

*Voting in this poll no longer yields commission.

📞 Cold Calling

js2458

Cold Calling Enterprise: "Flipping" People?

How to approach these situations?

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