Do You Tell Your Prospects No?

I didn’t make the sale. And it was OK!

When I got started in sales, I cold called a prospect that fit my target profile. We scheduled a meeting for him to come by my office a few weeks later. Success!

His appointment day came and he was a few minutes early to my office. When we sat down, I noticed he seemed really uncomfortable.. He kept shifting his eyes around and sat slumped in his chair.

It was a challenge to build any kind of connection or rapport with him, but eventually he came around and started talking about his business. He had a lot of stuff going on with tons of good opportunities, but he couldn’t focus and wasn’t getting enough of the right kinds of clients..

**drum roll please**

“This is the stuff I work on all the time” I said. By this time, I had learned to show the rock-solid confidence I felt if I knew I could help someone. When I did, he showed some relief.

Then I asked what kind of budget he had set aside to work with a coach. As prospects usually do, he said “none, not really sure what this costs.” When I told him a range of my fees, he laughed out loud. “There’s no way in @&*# I’m spending that kind of money” he said.

Then I did something weird.

“Well, sounds like we’re done here then.” I closed my notebook and sat up in my chair.

There was no overcoming price objections. No slashing my fee to get the business..
I ended the meeting.
He left, and I’ve not talked to him since.

And I’m doing fine! In fact, I’m probably better off without him as a client.. See, part of my client criteria is the willingness to put their money where their mouth is.

The challenge for us salespeople is in the moment – in the moment that we feel that tension of “I want this sale so badly” and “bad fit!” we have to make a choice.

As hard as it is right then and there, I think we need to be honest with ourselves and understand when something just isn’t a good fit for the prospect.
I think we need to end more meetings.

Sometimes the best thing a salesperson can do is stop trying to handle all the “objections” and let the prospect disqualify themselves.

This article first appeared out of nowhere and gracefully landed on the interwebs for your reading pleasure. It was written by Benjamin Holmgren, sales coach and prodigy from Vancouver, Wa.

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