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!
Consider the following engagement:
A prospect reaches out to a vendor asking to see a product demo.
An overview demo is delivered. The prospect doesn’t see the offering as a good fit but DOESN’T SAY SO!
Vendor asks, “What did you think?” Prospect responds, “It’s OK…”
Vendor says, “Well, let’s organize a deep dive demo for you – how is next week?”
Prospect responds, “Um, sure…”
Vendor preps demo.
Next week comes and vendor presents a deep dive demo.
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…”
Vendor sets up a 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 uncomfortable telling the vendor “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 OK if you tell me ‘No, this isn’t a good fit at this time.’ That will help both of us…!”
Have YOU ever been uncomfortable saying “No” to a vendor?
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