From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
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Dealing with difficult prospects
From the course: Sales Prospecting: How to Connect with Today’s Busy Buyers
Dealing with difficult prospects
- To this point, we've talked about finding and connecting with prospects, but what happens if the prospects we reach aren't all that easy to deal with? Difficult prospects come in many different shapes and sizes. For example, some prospects are blunt and highly demanding. Some prospects promise to meet with us, then never show up. Some prospects seem interested in buying, yet won't commit to doing so. Lastly, some prospects are so indecisive they simply can't make a buy decision. The list goes on. Most difficult prospects can be placed into three categories. Those that are interested in having a sales discussion, but not with us. Those who can't decide whether to buy or not, and those who are simply overly demanding. Here are the best ways to deal with prospects in each of these categories. Category one, interested in buying but not from us. Good news, they're interested in buying, bad news your personalities don't seem…
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