Whatever the product or service you're selling, there are people who simply aren't going to buy it. Many are not qualified prospects – either they aren't a good fit for the product, or the product isn't a good fit for them. Others aren't ready to buy when you speak with them but may become prospects at a later date. If you ignore the warning signs of unqualified leads and keep chasing them, you'll be wasting your time – time that you could be spending with real prospects instead.
Warning Sign #1 - “Send me some brochures”
Asking for a brochure is a common non-confrontational way to get rid of an annoying salesperson. If your lead isn't interested enough to agree to a meeting, he's not interested enough to buy – guaranteed. You can keep pressing for an appointment by saying something like, “I'd rather explain in person, it will only take 15 minutes of your time. Does Thursday work for you?” If the lead turns you down again, let them go gracefully. Send the brochure and plan to follow up in a few months but don't bother to call him back for now.
Warning Sign #2 - “I'll pass your information on to Mr. Executive”
If you hear this phrase, you are talking to the wrong person. Get straight to the decision maker by saying, “I'm happy to explain to Mr. Executive myself. Can you connect me?” If she refuses to transfer you over to the decision maker, write down Mr. Executive's name and call back another time, asking for him specifically this time. One variation on this situation happens when a decision maker tells you to speak to her subordinate instead, which usually means she just wants to get rid of you. In this case, probe for more information by saying something like, “I'd be happy to speak with Fred. What issues specifically should I prepare to discuss with him?” If she gets vague at this point or says “I don't know,” she's not serious about buying.
Warning Sign #3 - “I usually buy from Company X”
When a lead mentions that he's already a customer of one of your competitors, you should ask some probing questions before moving forward. If he's truly considering a change, then you have a great opportunity to lure him away to your product. But prospects who are happy with their current vendor will nevertheless sometimes ask salespeople from other companies to pitch to them so that they can confirm that they have a good deal. This is a no-win for the pitching salesperson. Even if you offer them a significant discount, it's likely that the prospect will simply call his existing supplier and use your quote to squeeze a better price out of them.
Warning Sign #4 - “...”
Sometimes a lead will go silent on you. You ask probing questions and get back one-syllable answers or just a grunt or two. This is one of the toughest issues because without feedback from her, you can't tell exactly what the problem is. And it's especially frustrating over the phone because you don't even have body language to go on. You'll have to accept that a lead who is non-responsive is not interested. Don't bother spending a lot of time trying to figure out why.
Warning Sign #5 - “Call me back next week”
This is the most ambivalent warning sign. Sometimes it really does indicate that the prospect is busy right now but is considering buying from you. Other times it means that he intends to let you play a few rounds of phone tag with his voicemail before you give up in disgust. The best way to sift out the invitations from the brush-offs is to set a specific time and date for your follow-up call. If the prospect is willing to make an appointment with you, even if it's just for another phone call, he's honestly interested. If he refuses to commit to a time for a follow-up call, don't bother pursuing him any further.
By Wendy Connick
http://sales.about.com/
Warning Sign #1 - “Send me some brochures”
Asking for a brochure is a common non-confrontational way to get rid of an annoying salesperson. If your lead isn't interested enough to agree to a meeting, he's not interested enough to buy – guaranteed. You can keep pressing for an appointment by saying something like, “I'd rather explain in person, it will only take 15 minutes of your time. Does Thursday work for you?” If the lead turns you down again, let them go gracefully. Send the brochure and plan to follow up in a few months but don't bother to call him back for now.
Warning Sign #2 - “I'll pass your information on to Mr. Executive”
If you hear this phrase, you are talking to the wrong person. Get straight to the decision maker by saying, “I'm happy to explain to Mr. Executive myself. Can you connect me?” If she refuses to transfer you over to the decision maker, write down Mr. Executive's name and call back another time, asking for him specifically this time. One variation on this situation happens when a decision maker tells you to speak to her subordinate instead, which usually means she just wants to get rid of you. In this case, probe for more information by saying something like, “I'd be happy to speak with Fred. What issues specifically should I prepare to discuss with him?” If she gets vague at this point or says “I don't know,” she's not serious about buying.
Warning Sign #3 - “I usually buy from Company X”
When a lead mentions that he's already a customer of one of your competitors, you should ask some probing questions before moving forward. If he's truly considering a change, then you have a great opportunity to lure him away to your product. But prospects who are happy with their current vendor will nevertheless sometimes ask salespeople from other companies to pitch to them so that they can confirm that they have a good deal. This is a no-win for the pitching salesperson. Even if you offer them a significant discount, it's likely that the prospect will simply call his existing supplier and use your quote to squeeze a better price out of them.
Warning Sign #4 - “...”
Sometimes a lead will go silent on you. You ask probing questions and get back one-syllable answers or just a grunt or two. This is one of the toughest issues because without feedback from her, you can't tell exactly what the problem is. And it's especially frustrating over the phone because you don't even have body language to go on. You'll have to accept that a lead who is non-responsive is not interested. Don't bother spending a lot of time trying to figure out why.
Warning Sign #5 - “Call me back next week”
This is the most ambivalent warning sign. Sometimes it really does indicate that the prospect is busy right now but is considering buying from you. Other times it means that he intends to let you play a few rounds of phone tag with his voicemail before you give up in disgust. The best way to sift out the invitations from the brush-offs is to set a specific time and date for your follow-up call. If the prospect is willing to make an appointment with you, even if it's just for another phone call, he's honestly interested. If he refuses to commit to a time for a follow-up call, don't bother pursuing him any further.
By Wendy Connick
http://sales.about.com/
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