Do you know when to walk away in Sales? sometimes, salespeople don’t like to walk away from sales, they would chase for the yes and even try tactics to pressure the customer into purchasing. If a customer can’t find how the product or services you are providing him could potentially benefit him, he will not make the purchase no matter what, this doesn’t mean you are a bad salesperson, the product or service just doesn’t meet their needs. It is better to walk away in a situation like this and move on to the next opportunity which save you time, and save the customer time. In this blog post, I will identify some signs during a sales conversation that it is time to walk away.
Signs It’s Time to Walk Away From the Customer:
- “I don’t know”: When a customer uses ” I don’t know” for many of the answers to your questions. this shows that they are not serious about what you are selling. The customer can not see how your value proposition can be tailored to their priorities.
- They don’t have the budget: Some companies won’t be able to afford your product or service. Sometimes, some prospects will use the budget as an excuse to end the conversation. It is important to explore the budget objection before giving up. start a conversation that deals with values and revenue. If the money isn’t there, walk away.
- It’s not a good fit: After identifying the customer pains, if the solution your product or service provides does not address the pain, then you should walk away. You want to be known for delivering the best solution to your customers not as a pushy salesperson.
- There is no sense of urgency: The sale will drag on when there is no sense of urgency. It will be expensive in terms of time and resources, and ultimately the deal becomes less profitable over time.
Knowing when to walk away is an important skill for a sales person. By identifying when the customer is not likely to make a purchase early on in the sales conversation, is in the best interest of the two parties to walk way.
BoweryJE22
This is a well-done post. I think this concept of going for no is so key in sales. When I was first introduced to it in class, I was like, there’s no way this works, it just makes you lose clients.” But now I understand that it is not beneficial for anyone to try to sell a prospect something they don’t want.
Nobody wants to leave without a sale, but if the customer says no, then walking away at the right time can be very beneficial. If the potential buyer is very hesitant than walking way sooner rather than later can help potentially save future sales. Good post!
It should be noted that “walking away” or a no is not necessarily a bad thing. While closing a deal is preferred getting a no or having to walk away is also a win from a certain perspective. A salesperson has limited time and if they are able to move on to other prospects that’s a win.
It’s good to know what situations are the wisest to walk away in. I think when you receive an “I don’t know”, this is a great opportunity to make sure you established an upfront contract at the beginning of the meeting that you can hold them to. Additionally, I think it is so important to make sure the sale is a good fit and that it will be mutually beneficial to both you and the prospect.