There you are: facing a half dozen faces who don’t seem to want to buy from you. They’ve peppered you with questions and this just doesn’t seem like a good fit. Sometimes that’s true and other times you just have a prospect that likes to bully sales people. So, how can you tell the difference?
One way is to address the elephant in the room. Stop the meeting and boldly say: “We’ve produced some amazing results for companies similar to yours, but sometimes there just isn’t a fit for what we do. I might be wrong, but I feel that might be the case here. What do think?” Then, be quiet!
Your goal is not to convince an unqualified prospect to like you all of a sudden. Your goal is to unveil the truth – are they tough prospects or are they truly not interested? Either way, you’ll benefit from knowing and will be able to move forward in a way that makes sense for everyone.
