Discover If Your Prospect is Worth Pursuing

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.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).