Recently I’ve found myself in sales situations where it was obvious that either
A) We could provide little or no value, or
B) The potential client was too small in scope for us
I wish that in the past I was as prepared then as I was now for extracting myself from these situations. Here’s a great post on http://www.justsell.com.
It’s the initial call, your prospect is engaged and you’ve begun your discussion. After your prospect responds to several of your open-ended questions, you begin to discover the prospect may not be a prospect at all (at least not for the next quarter or two).
No timeline for implementation.
No perceived urgency, no need, or other pressing priorities.
Whatever the reason, you know you should invest your time elsewhere.
You need a clean exit – an exit that’ll allow you to move on without offending the prospect, while also leaving the door open for future contact initiated by them or you.
Invest some time outside the money hours* (on your own or with your team) in creating a couple of solid and polite exit statements for those difficult sales situations where you know you can better serve elsewhere (at least for now).
A professional and courteous exit will help you create good will and plant seeds among people who may one day become qualified prospects. And remember – you reap what you sow.
*money hours: the hours in a sales day where one can talk with prospects and/ or customers… the most valuable hours of the day
Sample exit statements…
“At the moment, I’m not sure we can provide enough value to you but I’d like to keep in touch should things change. May I keep in touch periodically?”
“That sounds like an exciting project. We may be a little early in our discussions given all of your priorities. May I give you a call in two months?”
“Wow, you really have your hands full at the moment. Perhaps we should talk again in a few months and let you focus on these other priorities. May I add you to our company newsletter?”
(Get these exits with the Qualifying Guide.)