Sales Training Seminars and Tips

Sales Skills: How To Find Out What's Stopping Your Prospect From Buying

One problem I keep hearing about from sales training clients is how to get a prospect or customer to tell you what's really going on. Many reps report that after multiple calls, messages, etc., when you do finally get them on the phone all you get are vague answers. If this has ever happened to you, then here's how to deal with it:

The first thing you need to do is realize that if your prospect isn't calling you back, or if when you do reach them all you get are vague answers or more put-offs, then you probably already have your answer. They aren't a deal. It’s time to move on!

The problem with 80% of sales reps is that they will chase and chase unqualified leads because it seems easier than cold calling and looking for real buyers. “At least they took the information, or have a need," they say.

Yeah, but are they buying? Usually not. And all that energy and time you waste chasing them makes you a weaker closer. It's not improving your sales skills.

The solution? Ask the tough questions! In other words, when you do get them on the phone, ask them point-blank where they stand and if you're still in the running.

Try this: “Let me ask you a question, and please be honest. We've talked about this now for X amount of time (or -- You've had this information for X amount of time), and I don’t want to keep bothering you if this solution isn't a fit for you. But I do need to know if this looks like something you actually think you're going to act on, or if you've got something else in mind?“

Now, shut up and listen (the most important of all sales skills). Because you have given them an out, they will usually tell you the truth. Your job now is to listen to it and learn from it. Just because they aren’t buying doesn’t mean you can’t get stronger as a closer and improve your sales skills.

You see, whatever reason they give you for not buying -- budget, not a right fit, staying with their current supplier, their accountant won’t let them do it – whatever the reason is, you need to take this as a lesson, and begin qualifying for it more thoroughly on all of your subsequent prospecting calls.

This is one of the most important ways your sales skills will get better. This is how the Top 20% get stronger and better, by learning on each and every call.

So to sum up --

1) If a prospect or customer is avoiding you or is being vague, then you probably already have your answer. They aren’t doing it. Be prepared to move on, but first:.
2) Ask the tough questions and give them out (use the script earlier in this tip).
3) Listen and learn from the reasons they aren't buying from you, and work this into your qualifying script for all subsequent cold calls.

Bottom line -- you can only close prospects who are truly qualified, and it is your job to qualify them.

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Article Content: Sales Skills