“You got to know when to hold ‘em and know when to fold ‘em, Know when to walk away and know when to run”
These lyrics from Kenny Roger’s “The Gambler” are very appropriate for sales people.
Far too often sales pe
ople chase a low value lead that will never pan out. Or, they continue negotiating with a prospect whose primary concern is winning and paying the absolute lowest price.
Here are just 6 signs that indicate you might be better off walking away from a deal.
Your prospect refuses to engage in a sales conversation and answer important questions.
They say, “Just cut to the chas
e. How much is this going to cost me?”
The prospect indicates that they have the ability to make the final buying decision but they keep deferring their decision.
They keep comparing your offering with a competitor who sells an inferior product.
A prospect continues to nickel and dime you over a small sale.
The prospect behaves in an unethical manner.
It’s not easy to walk away from a sale, especially when times are tough and competition is fierce. However, it is much better to focus your time, effort and energy on sales opportunities that are more viable—and profitable—for you and your company.
What about you?
What other signs tell you that you should walk away from a particular deal? Please feel free to add your comment.
By Kelley Robertson,
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