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Fake interest from a current customer

Hey savages. I work for a multi-product public company, mainly cross-selling/upselling existing customers. I have one particular customer who's a complete pain and has a habit of saying they're interested in a new product, stringing me along for a couple months, and then not moving forward. Doing that once is fine but it's become an obvious pattern. I much prefer the customers who have no intention of purchasing additional products and are transparent about that. I have meeting activity targets to hit so it's not like I'm just going to tell them to eff off and not help them when questions come up about their current deployment.

My monthly meeting is coming up with this customer on Monday and 2022 budget is one of the agenda topics. When they inevitably feign interest in a product should I call them on their BS? And what is the tactful way to do this? I'm thinking something like "Hey -- that's great you think the new product is interesting - how specifically do you see it benefiting your business? Β Reason I ask is because we've been down this path before of evaluating new products but have yet to make something happen. Β Is there a compelling enough business case to invest both our time in an evaluation?"


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