The Power To Walk-Away From The Prospect | Sales Prospecting Training | Sales Transformation Asia
Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources, or willingness to continue. What are the characteristics that could con- tribute to this decision? Here are a few to think about:
The potential for additional business just isn’t there.
The time, energy, or corporate resources to keep this sale or relationship active is no longer a wise investment.
You have lost control of the sales process.
Your intuition tells you to walk away from this one.
The prospect or client’s only interest is price, and they are not concerned about service, quality, or your ability to help them solve problems or grow their business.
There are other reasons, but most will fall into the above five categories. Here are a few questions to consider:
Are you failing to walk away from any business that you feel you should?
Do you have inconsistent reasons for not walking away from some business?
Do you have a walk-away philosophy or strategy?
Do you have a successful sales strategy that you use consistently to keep the sales process alive when the prospect or client forces you into what feels like a walk-away position?
I am not advising giving up too soon, not using creative sales appeals, or terminating the sales process because you may be over your head. I am, however, suggesting that you have a walk-away philosophy and strategy that you can use as a template when the value of current business or potential business is in question.
Turn It Around
Know when a prospect is not a prospect and walk away.
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