To Never Use Again
Often times when faced with rejection or when realizing that the current prospect isn’t going to be a good fit for a company or product a sales person will try to politely end the conversation as quickly as they can in order to ease any feeling of rejection or trying to move onto a more suitable client. Often times you will hear some sales people say something to the effect of…
“I don’t want to waste your time”
The immediate problem with this approach to dealing with a potential customer is the obvious dismissal that is featured prominently in the phrase itself. This dismissal shows as if the client is still on the phone they think you can still help them, and with this age of interconnectivity it can be beneficial to address the need and attempt to help even as little as you might be able to. Often times recommending an alternative service, or directing them to someone who can better address their needs will score you points in their book and might lead to several referred accounts as word of mouth spreads about how helpful you were.
Dismissing a client early is a dismissal that this person will ever be a correct fit for your company, or will ever have something worth investing time into them. It is one thing to disqualify prospects if you have no way of assisting them, it is another to dismiss them entirely before you have evaluated if you can be of some help to them at all.
On the other hand a salesperson might be attempting to back down from a hard sell, particularly a sell that might include a disagreeable buyer. The problem with this approach is that you are immediately setting a precedent for yourself to give up whenever the sale looks too tough. Not only is this bad for business but it will also hurt your confidence in your selling ability in the long run. Instead of attempting to end the conversation instead turn the tables and ask their opinion on whether you are being helpful or not and even if they are not willing to buy they may key you in on an area you can improve.