When you are in sales, time is your most valuable asset. Do you sometimes have the feeling that you are wasting your time with a customer? Feel that you could better walk away from the table? You might be right.
A lot of salespeople do have that gut feeling, but it’s difficult to acknowledge those feelings. Because a lot of people think that a 1% chance is still a chance. This is the wrong mindset. As your time is limited, it’s crucial that you focus on the right customers and opportunities. The best salespeople are willing to walk away from the table.
So how do you recognize that you’re dealing with the wrong customer? We have found seven customer behaviors that should trigger you to spend your time with another customer.
We have summarized these typical behaviors below.
They frequently cancel meetings
Ok, a meeting can be postponed or rescheduled, but when it happens often, it’s typically a sign that your customer has other priorities. Besides that, it also demonstrates a lack of respect.
They always talk about price
When your customer is taken you seriously, the price is not the most important topic. Your best customers want a good story, a great product, and like to be inspired. The lowest price never comes first. So if you are having the first meeting with a new prospect and the only thing they are interested in is the lowest price, walk politely away from the table.
They don’t honor commitments
Have you agreed with your contact that you would follow-up on a specific date, and then nothing happens from the side of your customer? Be aware that you are not on his priority list. Doing business goes both ways. If you are the only one that is honoring commitments, it might be not the right start for a good business relationship.
They are continuously looking at their phones
We all know those contact persons that have their telephone right next to them. And for every message they get, they take their phone during the conversation with you. It’s a lack of respect. Ask them if there’s something urgent or otherwise kindly ask to switch off phones during the meeting.
They are not willing to introduce you to the decision-makers
Your best contacts understand that’s in their benefit to introduce you to the decision-makers within their company. Because without decision-makers involved, it will be challenging to get to a signed contract. If they don’t want to establish those contacts for you, be aware. For you as a sales, it’s vital that you recognize those contacts that only talk and never buy!
”The wrong customer is not willing to introduce you to the decision-makers.”
CEO of Sales
They overestimate their influence
We all know those people that claim that they will decide, but when push comes to shove, it turns out to be different. While it’s hard to identify these people, there a few tips & tricks that enable you to spot them. We recommend you to ask a lot of questions about their position in the company, the budgets they are responsible for and the relationship they have with the C-executives. Spot the contradictions in their story! What also helps is some research on LinkedIn.
Their need is not a company need
Companies only sign larger contracts if it’s linked to a company goal. We often see salespeople talking to contacts that are planning to do something great, but that something does not have any sponsorship from their board. It’s your job as a sales rep to spot this to make sure you are spending your time well!
What do you think? Have you ever been in a situation where you know it was better to spend your time somewhere else? And do you miss certain behaviors? Let us know!
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