Prospects brush you off by saying things like:

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Few things are as frustrating as working with someone who thinks they know a lot and are not open to learning, when they actually know very little. Not only is it frustrating; it is hazardous to a successful outcome.

Are you set up for failure on a project?
Sometimes a project is at-risk from the very beginning. When you see red flags, run before it ruins your relationships and reputation.

Businesses work so hard to build their reputation, provide quality service, and make a difference. The right clients enable you to achieve these objectives. The wrong clients can poison the entire well, and put the organization at risk.

So choose wisely when evaluating potential and existing clients.Your Prospect Is Stalling. Now What?
Top producers know a weak prospect when they hear one, and they would much rather know ahead of time who is leading them on and not likely to buy, and who might actually be a deal.

We’ve all been there. You’re on the phone with a norway telegram data prospect, you’re asking for the deal, well sort of asking for the deal, and your prospect is just giving vague answers and mild brush-offs.

“Well, we haven’t had a chance to go through everything yet, but when my V.P. gets back from Europe, then we’ll…” or,
“You know we’re still looking at a couple of different options on this, but I do like how yours…” or,
“I haven’t yet heard back from the owner on this. He won’t be back in town until Friday and then we’ll have a meeting and I should have an idea…”
Sound Familiar?
I’ll bet these objections all sound familiar, don’t they?

Prospects have been using them since the beginning of time to stall or put off sales reps. And when they use them, nine times out of ten it means they really aren’t going to move forward.

While this is bad enough, what’s worse is how most (like 80%) of sales reps handle this. Instead of taking the direct approach (which we will go over in a moment), they will allow themselves to be put off and strung along.

They reason that the prospect isn’t saying no yet, and that there might still be a chance for the deal. Heck, one out of 25 or so actually do sometimes end up buying so they’d better play along.