How to Deal with a Tough Prospect

You’ve worked hard to connect with a new prospect, and finally, after months of reaching out by direct mail, phone, email, and LinkedIn, you got the meeting!

The hard part’s done, or so you think.

Then you meet the prospect for the first time, and to your surprise they seem irritated that they must take time from their busy schedule to speak with you.

But that’s not the half of it.

They seem distracted, constantly looking at their phone.

They interrupt you repeatedly, asking questions about things you’ve already shared.

They even have the nerve to ask you “how much longer will this take?”

You wrap up quickly, convinced this is 60 minutes of your life you’d prefer never to relive, and then to your shock and amazement, it happens …

Your prospect says, “this sounds like it might be a fit, send me a quote.”

Now, truth be told, “send me a quote” is the number one phrase most prospects say to get you out of their office or off the line.

But in this instance, you think they might be serious.

Should you give them a quote??

After all, a rude prospect makes a rude client.

Well, before you jump to a conclusion, let’s back up a bit.

Tough prospects are still prospects.

We don’t want to judge someone’s behavioural characteristics as a reason for why we should or shouldn’t work with them.

If they can use what you sell, or you know you can be of help, then you owe it to the prospect to sell them.

The problem in these instances is often not the prospect, it’s your interpretation of their behaviour.

Here are some rules to use that can minimize your perception of tough prospects and that can help you navigate situations when you encounter someone you find to be difficult to deal with.

Shawn’s Rules to Manage Tough Prospects

1. Avoid letting tone of voice or volume influence your perception of a prospect.
2. Don’t judge a prospect on their personality traits or lack thereof.
3. Minimize any tendency you may have to judge a prospect’s interest – if they are speaking to you, there is interest!
4. Don’t take offence at a prospect who shows up late or must leave your meeting early – you don’t know what other priorities they may be dealing with.

In other words, a prospect is a prospect.

If they need help and their cheque clears the bank, then you have an obligation to try and sell them.

If you don’t, your competition will.

Best,

Shawn

PS. If you’re trying to improve your listening in sales, your need to get better at being influential. Questions, listening and influence all work together, ultimately, in order to make sure that we are more effective in selling to others. Read my latest blog to learn the top 3 listening skills for sales professionals - click here.