Welcome to “The Pipeline,” your weekly source for no-nonsense sales advice. Here’s a shocker that might just rock your world: sales prospects aren’t always the easiest people in the world. (Mind blown, right? You’re welcome.)
We’re talking about those who make closing a deal way harder than it should be. To help you navigate the minefield of difficult buyers, we tapped some top sales leaders for their insights on the toughest prospect types and how to work with them.
Read our blog post on how to ask for update in email
8 of the Most Challenging Prospect Types (and How to Survive Them)
- The “Always Busy” Prospect
These prospects are genuinely interested but life gets in the way, constantly rescheduling or skipping calls altogether. The Fix: Create urgency with limited-time offers or first-come, first-served deals. Deadlines will motivate them to prioritize the deal.
- The Prospect Who’s Afraid of Internal Sell-In
They love your solution but are nervous about pitching it to higher-ups. The Fix: Become a strategic partner. Arm them with a strong business case focusing on ROI and strategic impact (with supporting data or client stories) so they can sell it successfully.
Read our blog post on How to write a professional email offering services
- The Overly Demanding Prospect
They want the world on a silver platter. The Fix: Don’t be afraid to address their demands head-on. Diplomatically explain what’s standard, find common ground, or—in the worst cases—walk away to protect your time and relationships with more reasonable clients.
- The People Pleaser
These folks tell you exactly what you want to hear, but their “yes” means little. The Fix: Watch their body language and responses to your questions. Discern whether they’re truly interested or just being polite. Give them an easy out to save everyone’s time.
Read our blog post on writing an email
- The Tire-Kicker
Lots of curious questions, but no sign of actual intent to buy. The Fix: Qualify early on. Probe about their budget, timeline, and decision-makers. If the commitment isn’t there, don’t waste your resources until they show concrete interest.
- The “Price Shopper”
They’re obsessed with the cheapest option. The Fix: Shift the focus from cost to the value you provide. Quantify the return on their investment in terms of time saved, added revenue, etc.
Read our blog post on KIndly Regards
- The Indecisive One
These prospects seem interested but always waffle. The Fix: Be patient, offer guidance, address their concerns, and maybe even a little incentive to push the decision forward.
- The “Back-and-Forth-er”
Ever had prospects cancel, change their minds constantly? It throws your whole business into chaos. The Fix: Balance empathy with firm cancellation policies after they’ve had their ‘freebie’. Service agreements are also vital!
Read our blog post on How to write a follow up email
The Bottom Line
Difficult prospects are part of the sales landscape. Use these tips to spot the trickiest ones early and handle them with greater confidence and efficiency.
Read our blog post on writing an email