‘Baloney Prospects’

baloney-meterIn sales you will undoubtedly run into your fair share of prospects that are ‘full of baloney‘. Your prospect seemed so interested in your product at first, but something happened. Following lengthy sales calls and product demonstrations, your prospect fades into the abyss and disappears. Your emails aren’t answered. Your phone calls aren’t returned. When you do finally catch up with your prospect on the phone they seem distant, and can’t give you a decision. Turns out your prospect was full of ‘baloney’ all along.
The telltale signs of ‘baloney prospects‘ should be obvious, but because you want the sale badly you frequently overlook the obvious.
From the very first contact you have with any prospect there should be three distinct things on your checklist of qualifiers: 1) Does your prospect have a problem they are committed to solving? 2) Does your prospect have the ability to make a decision. 3) And most importantly, does your prospect have the money to pay for the product, or have a reasonable means to getting the money to pay for your product?
Often times, given your NEED for the sale, you forget to ask on purpose the critical questions that really determine whether you have a valid prospect, or one that is just ‘full of baloney’.
Doesn’t it bother you to go through all the effort with product demos, sending literature, following up, sending proposals, and providing references to ultimately find out after the fact that your prospect is ‘full of baloney’? If it doesn’t it ought to…
To avoid being frustrated by ‘baloney prospects’, you’ve got to have your wits about you when you make the cold call. STOP selling and START asking! If you don’t ask you don’t get.
The second thing you need to think about with ‘baloney prospects‘ is the need for personal objectivity. You need to come to terms with the fact that some sales are just not meant to be, and it’s far better to find that out sooner rather than later. If you can’t take a “NO” you’ll never get to “YES”.
So, instead of taking your prospect’s interest at face value and thinking it’s for real, try looking for the things that might be missing from the discourse you had on the phone with your prospects. For example, is your prospect willing to see a demo, but can’t give you an answer as to what it would take to do business? Is your prospect fixated on how much your product costs? Does your prospect ask for client references, or sales literature before they’ll agree to meet with you? These are all RED FLAGS that need to be dealt with up front. Skipping over the finer details is only going to cost you needless frustration later on.
Baloney prospects‘ are difficult to deal with because they camouflage themselves well. They know the buyer-seller ‘system’, and know that an overly eager salesperson will not ask the key questions that qualify their ability to purchase anything. ‘Baloney prospects‘ are hoping that you never ask them a direct question about the problem, or their ability to pay. That way they get to stay in control of the sales call, and lead you around by the nose until they tire of the game, and move on to something else. Game over!

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