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Most people, as prospects, are uncomfortable saying “no” to sales teams. Prospects will say “yes” to small steps rather than to stop the process and disappoint the vendor, even if they never intend to purchase.
This is a serious time waste for both prospects and vendors!
Considere el siguiente compromiso:
A prospect reaches out to a vendor asking to see a product demo.
Se ofrece una demostración general. El cliente potencial no considera que la oferta sea adecuada, pero DOESN’T SAY SO!
Vendor asks, “What did you think?” Prospect responds, “It’s OK…”
El vendedor dice: "Bueno, organicemos una demostración en profundidad para ti, ¿qué tal la semana que viene?".
Prospect responde: "Um, claro...".
El vendedor prepara la demostración.
La semana que viene, el vendedor presenta una demostración en profundidad.
Vendor asks, “What did you think?” and prospect responds, “Well, we’re not sure…”
Vendor says, “What you like to do a POC?” and prospect responds, “OK…”
El proveedor establece un POC.
Vendor and prospect run the POC consuming a few weeks of time and energy for both parties.
At the end of the trial, the vendor asks, “What did you think?” Prospect responds, “Well, not really sure…”
Next, the vendor works to “handle objections” in an effort to convince the prospect to continue this unproductive process… It may never end!
This was huge, useless investment for no change.
The opportunity was not going to close because the prospect didn’t see the product as a good fit right from the beginning, but was incómodo diciéndole al vendedor "No".
Before pursuing “next steps” in a sales process, particularly if your prospect doesn’t seem compelled by your offering, consider saying, “If you’d like to continue this process, great. However, it’s ALSO Está bien si me dices 'No, esto no encaja bien en este momento'. Eso nos ayudará a los dos...".
Visite USTED ever been uncomfortable saying “No” to a vendor?