Look for Signs that a Decision Has Been Made

Salespeople tend to be very optimistic. When a customer calls, it’s natural to be excited about the opportunity, but keep your eyes open for signs that your potential client isn’t as interested as he seems.

A customer who is truly interested in your company will be open to working with you. A customer who has secretly made a decision and is just looking for a competitive bid will likely do one or more of the following:

  • Be unwilling or reluctant to schedule a meeting.
  • Be reluctant to share inside information.
  • Use a competitor’s terminology or language.
  • Push to get you to submit a proposal very quickly so they can meet self-imposed and arbitrarily short deadline, one not driven by any impending business event.
  • Not read the information that you send.
  • Show signs of impatience if you call to get more background information.
  • Be slow to respond to a request for information, or say they aren’t providing extra information to any vendors.
Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.