Fresh Sales Strategies

If Your Prospect Makes You Feel Like a Doormat, Do This ...

Posted by Jill Konrath

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February 18, 2013

What do you do with people who promise, promise, promise that they'll order for you, but just keep asking for more samples and additional time? That's the question that Helene posed for me the other day. Here's what I told her:

Just because you're a salesperson, doesn't mean you're a doormat. If you feel like you're being used, you probably are. You need to deal straight on with your prospect and say something like this ...

"John. You have said a gazillion times that you're going to order from me. You ask for tons of samples. I quickly respond and get you what you need. But nothing happens.

While I'd really love to do work with your company, it can't keep going like this. So what do you want to do? Should we get you going? If so, I'd recommend this ..."

Say it nicely, but firmly. It is simply a statement. You're not blaming or whining. Again, it's a statement of fact.

If he makes one more request, politely tell him that you will honor that, but then it's over. After that, he'll either need to place an order with you or you'll stop bothering him.

Sound brazen? It isn't. It's about having respect for your own time and responsibilities. Now, repeat after me ...

Prospect

 

P.S. If you have some other ideas for Helene, please share them here! All suggestions welcome.

Topics: Success Strategies, Buyer Insights





Jill KonrathJill Konrath is the author of three bestselling books, AGILE SELLINGSNAP Selling and Selling to Big Companies. She's a frequent speaker at sales meetings and conferences. For more fresh sales strategies, download her free Prospecting Toolkit.



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