5 Indications to Watch Out for that You’ll Never Get the Sale

For sales professionals, it can be the typical frustration. You get ready and excited in meeting a new prospect or business sales lead that you’ve been waiting for a long time. You already memorized your products, prices, you even know about the products of the competitors. Of course, you also know that in the end, it’s all about closing the sale.

Unfortunately, that sale you’ve been waiting and longing for failed to materialize. What happened?

Here are some of the signals to watch out for and be forewarned before being too certain that you already have it in the can.

1. “Oh, that seems very expensive”. As opposed to common belief, the price can be a non-issue at all especially if the sales representative could show that his products are able to solve their prospects’ specific business problems. It can be a delaying tactic and could prove to be very effectual since it diverts from the spot of solving their business dilemmas. A comparable remark is, “I’ve heard that your competitor is 20% more affordable”.
2. “I’d get back on you after a few months.” Whilst you might have somewhat connected with the sales lead’s pain, still, at the back of their mind, they think that your direct competition could be their better choice. And if they say that they’ll get back again to you within 6 months time, it’s only fair to erase their contact details on your list. No need to qualify yourself in this situation.
3. “Okay, I’ll just think about it.” Honestly? They will not think about it. It is just their polite way of slowly backing out minus hurting you instead of directly saying no. This is a common scenario which usually takes place if the sales person is not connecting with the prospect’s pain—which is the real reason for that client meeting. Let’s say if you’re effective at your pitch, but then if you failed to communicate or even understand their pain, then you don’t add value or aid your business leads to recognize the solution to their problem. 
4. “Let’s discuss again after a few months.” If your prospect said this, there might be interest in talking again since you may have opened a few of their business pains. But you know what the drawback here is? That there’s no apparent understanding about who’s calling whom or for what specific reasons. Obviously, that statement is too vague and therefore, not a sign you certainly hope for. You, as a sales professional, may choose to demonstrate initiative and still take the plunge in that “few months”, nevertheless, tread carefully and try not to sound overly pitchy.
5. “There’s no need for our boss to come here because I could sign on the project anyway.” As soon as you hear that, it’s obvious that you’re not talking to the true decision maker. Though what he says may be true, but remember that a boss could still have the authority to cut back on budgets that fast as he could make one. You better be sure that you have connected with the proper budget owner in such a way that you’re certain that your project is a surefire thing.