Gyro25 profile picture
Gyro25 profile picture

Gyro25

Account Executive

Notorious Answer
Politicker
Acclaimed Answer
+8

How to navigate the "We're still evaluating" statement?

I've noticed on a few of my calls prospects are really just rfp shopping and don't really intend to buy. I ask open ended questions about their organizational goals, what issues they're currently having and what they've tried and then go into my solution. Essentially I don't talk about myself or the company, features or anything till I've heard them out.


How do you gauge when a buyer is serious and when they're not? Is there a way to better frame my questions that leads them to give me a straight answer? Appreciate the insight

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MCP
Valued Contributor
5
Sales Director
There is nothing more valuable than time, theirs or yours. Your general approach is good, you just need to get a bit more direct about intent. As a part of qualification, you should always ask what’s driving them to spend time with you and what their level of intent to do something about it is. Additionally, what’s the priority level and how maintaining status quo affects them. Do this before getting into solution and you will see better results as you’ll be able to filter out the time wasters.
If it sounds like intent isn’t there, be honest & tell them that you’re not sure now is the right time for them but you’ll be happy to reengage with them when it is. If you’re not a direct person, it will feel uncomfortable, but I can assure you, it’s the right thing for everyone. Just remember, being direct doesn’t mean being an asshole, it’s just not playing games. Tell them why you feel the way you do and it will be appreciated, particularly if you make it about them and their situation. At this point, you will have transitioned from rep to consultant, and there’s real value in that. If you do it right, you may even find yourself at the top of their list when the time is right.
End of line.
Gyro25
Notorious Answer
2
Account Executive
This is awesome, thank you!

> why they're speaking to me, cost of inaction, what their intent is. If it doesn't check the boxes, re-engage another time. 
MCP
Valued Contributor
1
Sales Director
You got it. You probably already knew, just needed a refresher.
Best.
End of line.
paddy
WR Officer
3
Director of Business Development
You just slowly take off your robe...step into the shower...and lure them in there. Then tell them to not embarrass you in the hotel...
funcoupons
WR Officer
4
👑
u MUST take this advice
Gyro25
Notorious Answer
2
Account Executive
They did ask for an rfp. (Request for 🍆) 
CuriousFox
WR Officer
0
🦊
Oh sweet baby Jesus 🤦‍♀️
Diablo
Politicker
2
Sr. AE
You did great. I shamelessly ask them their timeline, also try to understand what phase of evaluation they are in, if they need to discuss it with them, I ask them if I can be a part of the conversation so that I answer any questions they might have about the product, price, company etc. 
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
I agree!  They usually won't answer a question that you don't ask, so what's the harm in asking?   
Gyro25
Notorious Answer
0
Account Executive
This helps. Thanks! 
SaaSData
Catalyst
1
VP of SaaS & Unit Economics 🏴‍☠️
Tell them you haven’t verified if they’re a fit either.
Find the problem. Ask when they need to solve it by. Ask what happens if they don’t solve by that timeline. Ask what happens to them personally if they don’t solve it.&lt;br&gt;You will know if it’s a priority.<br>-SaaSData<br>lmk if I can help
DungeonsNDemos
Big Shot
0
Rolling 20's all day
gotta have both above the line and below the line drivers to get real buyin
LordBusiness
Politicker
1
Chief Revenue Officer
Eventually, you start to pick up a feel on who's serious and who's using you for negotiation fodder for the vendor they are trying to lock in.  A couple of key signs: 

1) the prospect asks for pricing early and often.  They seem almost eager for a formal proposal. 

2) the prospect says "I prefer to work via email" 

3) the prospect's discovery is lame (short, choppy one word answers, or no answers at all) maybe even "lets just skip to the pitch/proposal 

In these cases, I've always found that being honest/direct is the best with the client.  Remember your job is to get the Yes/No as fast as possible - maybe's KILL sales reps/teams. 
Blackwargreymon
Politicker
1
MDR
You just slowly take off your robe...step into the shower...and lure them in there. Then tell them to not embarrass you in the hotel...
MR.StretchISR
Politicker
0
ISR
I'm the same person, in that I'm not false or dishonest or anything when I'm working.

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