Have you ever dealt with a prospect or customer who is dismissive? They provide comments like,
“Send me some pricing” or “Send me a quote.”
And you ask yourself, “What the heck am I going to send?”
A common trap occurs if you actually do send the information. Because when you finally do reconnect with that prospect, they say:
“We’re all good.”
“Thanks for sending.”
“Get back to me next year… whatever.”
The next time you get a dismissive response, ask your prospect,
“Before I send you my price or quote, can we please step back for a moment?
I really want to understand, if what we provide, is a good fit with what you’re trying to achieve.
So let me ask you a few questions.”
This just may give you the two or three-minute opportunity to ask some really good fact-finding questions and unearth crucial factors to determine if your prospect is worth pursuing — or not.
