What do you do with people who promise, promise, promise that they’ll order for you, but just keep asking for more samples and more time? That’s the question that Helene posed for me the other day. Here’s what I told her:
Just because you’re a salesperson, doesn’t mean you’re a doormat. If you feel like you’re being used, you probably are. You need to deal straight on with your prospect and say something like this …
“John. You have said a gazillion times that you’re going to order from me. You ask for tons of samples. I quickly respond and get you what you need. But nothing happens.
While I’d really love to do work with your company, it can’t keep going like this. So what do you want to do? Should we get you going? If so, I’d recommend this …”
Say it nicely, but firmly. It is simply a statement. You’re not blaming or whining. Again, it’s a statement of fact.
If he makes one more request, politely tell him that you will honor that, but then it’s over. After that, he’ll either need to place an order with you or you’ll stop bothering him.
Sound brazen? It isn’t. It’s about having respect for your own time and responsibilities. Now, repeat after me …
P.S. If you have some other ideas for Helene, please share them here! All ideas welcome.
Jill,
Great point. It’s a dilemma in the sales role, because you want to walk the fine line of nurturing the contact without sabotaging the whole deal. Drawing a line in the sand (in a polite way as you pointed out), will get you the answers you are looking for. Even bad news can be good news, if you get the sense the deal is dead, you’ll have more time to focus on other prospects.
Thanks for the post!
Brian