U
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UncleHoho

Account Executive

Good Citizen
Fire Starter
Contributor
+1

When prospect is “all business”

I have run into quite a few prospect who although they are inbound leads (scheduled a meeting on their own accord) want to get straight to the point. No chit chat, don't want to hear features, just give me the price and how long this takes. How do y'all handle this?

I tend to just go with them on it as opposed to creating friction by slowing them down. But it honestly doesn't work great.
🧠 Advice
🎯 Career Development
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Kosta_Konfucius
Politicker
6
Sales Rep
If you are familiar with DiSC, sounds like they are a D. Main advice is be direct to them throughout the process

Try to streamline the disco as much as you can. If your discovery is taking longer than prospect will like, reiterate you want to do it the right way and focus on the key areas.

Don't emphasize unnecessary details
UncleHoho
Good Citizen
2
Account Executive
This is good. Basically what I have been trying to do. Maybe I should just accept that some of these are just non buyers or making decisions only on price.

Thinking back on a couple, I should have stopped and said “so your interview several companies, are you making your decision solely on price, or something else?”
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
Asking about the decision criteria is always a good idea. And if this first person isn't the DM, ask again when you get to the DM.
Filth
Politicker
5
Live Filthy or Die Clean
I generally explain that I'd love to give pricing but our product can be utilized in many different ways and if I don't understand how it's going to be used or better understand prospect's workflow it's just not possible to price out. If they aren't ok with a bit of back and forth to give you a base discovery in order to get pricing then they aren't worth your time or worry, they were never gonna buy from you anyhow.
CuriousFox
WR Officer
5
🦊
Filth is on the money here. You have to ask questions and know more information before you can provide assistance.
Sunbunny31
Politicker
3
Sr Sales Executive 🐰
Related: "I'm building a spreadsheet for executives to review". -- kiss of death.

Have any of these cut-to-the-chase inbounds ever bought? If none, then these are not your buyers. They may be doing some early stage competitive info gathering. Heck, they may even be your competition doing a little research.

Filth has the right answer. If they can't give, they shouldn't get.
ChumpChange
Politicker
3
Channel Manager
I typically mimic a potential client's energy. If they want no-bullshit answers then I give them non-bullshit answers. You'd be surprised at how many buyers out there just want to get down to business without all the formalities. They have 99 problems and they're just looking for the answer to their immediate concern to move on to the other BS. I actually prefer these types of leads because you know after the disco call if they're qualified or disqualified.
oldcloser
Arsonist
3
💀
Legal services, yeah? "What we do isn't a plug n play. Let me have a look, see what's broken, and determine the most cost effective cure. I'd hate to quote you for major surgery when you just need a Band Aid. Fair?"

...or some such analogy... Says you care and you're ethical.
UncleHoho
Good Citizen
2
Account Executive
Good one. I do try something to the effect of “can’t give a quote without knowing what ya need blah blah” sometimes it works sometimes it doesn’t. Depends on how straight to the chase the prospect is
oldcloser
Arsonist
1
💀
Generally, the value of a prospect is directly proportional their their willingness to allow discovery.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
The BEST prospects are as transparent as possible. I don't honestly care if they're transparent to all - the idea is that I can provide the best information to the prospect if that prospect lets me know what is driving their interest. Those who get cagy or cute drive me nuts. You're not going to get accurate information, which includes pricing, with inaccurate or incomplete details. You're setting everyone up for failure.
oldcloser
Arsonist
1
💀
Another #bunnytruth
Diablo
Politicker
1
Sr. AE
I want to hear more about ‘it doesn’t work great’
Do they ghost or say they are no longer interested? What’s your next steps after the pricing discussion?
UncleHoho
Good Citizen
0
Account Executive
If I respond with “happy to give you pricing once I know what you actually need…etc” I either get a. yes of course, we have xyz…. Or b. No, I just want to get to brass tax.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
If it's no skin off your back and you just want to move on, you could say, "well, ok, but the best I can do is give you a range, and it will be broad under these circumstances." And then find out if they still want to talk.
poweredbycaffeine
WR Lieutenant
1
☕️
Hi. It me.

Tip: just provide the customer what they want.
Maximas
Tycoon
1
Senior Sales Executive
To me they're direct straightforward candidates, at least they're serious about the sale not like the others that you have to show em a million demo then telling you we'll think about it!
I believe though that they're just at the point of comparing your product with your company's competitors, so I advise you to get em straightforward answers for their straightforward questions and get em the bottom line even if you have to offer them your lowest price with the lowest commission involved but still serves your quota, so that at least when they hung up and have to make the decision, you already knew that your price perhaps would get you the advantage for a second call to finalize your offer and turning down the others!
CPTAmerica
Opinionated
0
President/CRO
Honestly these are the best folks to sell to. You know where you stand, very low likelihood of ghosting.

Match and mirror, give them what they want with short direct answers. No extra fluff or explanations and then ask them direct questions "that's the high level info, should we keep talking?"

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