How do you all deal with prospects that keep coming around year after year but never buy anything? Also do you entertain them and go through the sales process with them or do you level with them and cut to the chase?
Wolfman
Pikers
6
"What has changed since the last time we met?"
"If we show you our platform, and you agree it fits your needs, are you ready to move forward?"
"If we show you our platform, and you agree it fits your needs, are you ready to move forward?"
I use that reply a lot, the normal answer has been "I want to see what is new"
For money you can see what is new.
"Great, there's a lot of new stuff, but what has changed with your team that makes right now a good time to consider our platform?"
Love it, I just added that to my arsenal.
"Debra, I asked you to stop calling me at this number. I told you it's over."
Now that is what is typed out in my first draft! HAHAHA
Cut to the chase. Be transparent. Say something like - I believe we meet about once a year. Im happy to chat anytime, but I also want to make sure we aren't wasting time here. Why is this important now?
I like that, I never thought of being that direct in fear of losing the potential deal in the case that they aren't piking.
Ask what's changed. Also ask who is involved in the decision making process. Make sure you follow up with everyone.
I try to have another exploration call with the prospect to find out that information, but sometimes they stonewall me. Another great response I get is "have your prices changed"
There are other ways to find out. Research the company website, Google, and LinkedIn. If you have ZoomInfo that works too.
I have heard of Zoominfo, it that information reliable on there?
It's not perfect by any means, but it's better than nothing.
Always lead with what has changed, otherwise you’re shoring up for tons of lost time
I'm lucky enough to work for a company that constantly enhances the platform, so there is always something new.
We have one that is from a medium-sized company, really large online presence and every quarter he will book a meeting in with me and tell me how much he wants to use our software and how much he likes all of us but...what he wants is impossible for us to do and we keep telling him IT. CANNOT. HAPPEN.
Next quarter he rings up doing the same thing and we explain - the reason it can't happen is that what you want isn't really a 'thing' but if you used what we do, do, then it will really help you. What you are after is what we do but you are just making up these imaginary things that aren't possible.
We think we cut to the chase but it just keeps happening. Shame really.
Next quarter he rings up doing the same thing and we explain - the reason it can't happen is that what you want isn't really a 'thing' but if you used what we do, do, then it will really help you. What you are after is what we do but you are just making up these imaginary things that aren't possible.
We think we cut to the chase but it just keeps happening. Shame really.
I couldn't agree more, I hear the same exact thing. One other thing they will throw in is "you know your competitor can do xyz and for cheaper", that conversation comes up every time as you have to advocate to why your product is superior and brings greater service and value. Maybe one of these years they will pull the trigger ha!
hhahah it does make you chuckle...'your competitor can do this' well, why are you talking to me then? Such a classic difference between someone in sales knowing the buying/sales cliches and a prospect that hasn't a clue!
It is crazy some of the stuff prospects say, I'm just happy I'm not on cam and they can't see my reaction!
eye roll after eye roll with the occasional 'f.f.f...for fs'
Not to mention the full head throw back in disbelief and aggravation.
I'm blunt as all hell. "I'm going to get a ton of grief if we pursue discussions and this doesn't go anywhere. Internally/Politically, it's actually easier for me not to engage in this discussion. Can you give me something that I can take to the team?"
What is the normal response when you say that? Do they hang-up and go dark on you or do they actually give you something to go back to your team with?
Related posts
Members only
Have you heard or seen anything wild on a zoom call
57%
Yomp
43%
Not really
337 people voted
24 comments