Trusting Your Prospects

I just took a sales skills assessment and one of my weaknesses was that I "trust my prospects".  I never really thought about it in this way. I am a trustful person. When someone tells me something, I assume they are telling the truth. However, when my weakness was pointed out to me,  I thought back and realized that I've been taken advantage of several times by prospects. In the course of selling our services over the last 2 years, several prospects have lied to me. (I did a nice big proposal for a huge potential client. After the 5th time my follow up call was unanswered by the decision maker, who previously and repeatedly told me we'd be doing business, I gave up. Later on, someone else told me that they were just picking my brain all along and never had any intention of engaging our services.)

Coincidentally, I called back a "supposed" prospect today. She had called me three times in 24 hours and left messages each time.  She was extremely excited that she found us. When she got on the line, she kept saying how our product was awesome and how she can't wait to use it. As I started speaking to her, I asked her questions.  She kept asking for access to our system and for me to send information to her. So, I asked her the standard questions like:

What kind of events will you be doing?
What is the name of your company? The company you work for?
How many events will you be doing?

She gave me some very fuzzy answers. And very little detail. She wouldn't tell me what company she worked for. It was evident that she hadn't thought much about it. She also said "like" every other word. Nor were her questions about our service or events very good.  She had never planned an event before. The only thing that she told me was that spending a $1,000 on this event wasn't going to be a problem. (I told her that I didn't think she was a fit for our service if she was only doing one event because she'd be spending atleast a $1,000 dollars because we would have to do a lot of work to get her up and going.)

And then she slipped when I asked her a question twice.  She said she'd have to ask her friend. Then, when I asked her something else, she said she'd have to ask her boss. And then she paused a second, said "what" to someone in the room, I heard someone say something, and she corrected herself to be consistent with the "friend" excuse.

She tried to rush the call after that and asked me if the next step was to give her access and send her information. So, I told her that for us to work together I need to know more about what kind of event she is doing so that I can tell her whether our service fits. I also called her out and told her that I believed she was being dishonest with me and that she was simply calling for information about our service for another reason. I told her that if she wanted the behind the scenes scoop that all she had to do was google my name and that it'd all be on my blog. Instead of refuting the fact that she was lying, she said that she didn't even ask me my name, so she wouldn't be able to do that. So, I told her that it was fine if she was calling to get competitive information about our service. I am an open book. All I ask is that she be honest with me. She said she'd definitely be sending me more information to engage our services.

For some reason, I don't think she will be.  Either way, I don't care.

Comments

[Rick]

I always get a good feeling when I see a professional decide that his prospects and clients don't own him (or her). You are the expert! You are the one that gets to ask the questions. They don't get to make the decision. You get to choose who you're gonna do business with. To anyone who isn't sick of being jerked around.....To anyone who doesn't believe that they are an expert.....To anyone that believes that their competitor next door is just as good or better than they are.....This attitude is WAY outside their comfort zone. But to the ones who are sick of mediocrity, it's the way it is.

Congratulations, Pete!

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