Some salespeople don’t see the writing on the wall when a deal just isn’t going to work. They continue to pour their time and energy into prospects, hoping their efforts will pay off. When they do this, they’re draining their resources and wasting their time on discussions that have no potential.

Jay Fuchs, the managing editor of the HubSpot Sales Blog, knows that it’s tough to admit a deal is dead — especially after you’ve invested so much effort into making it work. So, what are the signs that you should call it quits and refocus on prospects that are a better fit? Fuchs asked some sales leaders for their insight and compiled their responses into a post on the HubSpot Sales Blog. We share his findings in this issue of PromoPro Daily.

They act like they know everything. Consider it a sign to walk away if a prospect displays a know-it-all attitude. If they think they know promo better than you, it’s probably not worth pursuing the deal.

They don’t respect you. The working relationship won’t be productive if the prospect shows a lack of respect for your time or expertise. It’s OK to walk away when someone treats you rudely or consistently tries to undermine your recommendations.

Your promo solution isn’t a good fit. When you know your promo offering isn’t going to help the prospect, don’t try to make it work. You can say something like, “I’m sorry, but I don’t think I can help you here. However, let me recommend someone who I believe can help.”

Your prospect has unrealistic expectations. Some prospects expect the moon and stars. If you know you can’t deliver what the prospect requires, go ahead and walk away. You deserve to work with people who value your promo expertise and are willing to commit to a mutually beneficial relationship.

The prospect is hateful. Maybe they disparage you or judge you based on your race or gender. If you see any of these signs, get away from them quickly. It’s a clear sign they don’t respect you and they’re only going to cause you stress.

They’re not engaged. It’s OK if a prospect doesn’t return your call or email right away. But if you notice a consistent lack of responsiveness or engagement, you may want to refocus on prospects who are more serious about finding a solution.

The budget is unclear. When a prospect is wishy-washy about their budget, consider it a red flag. You may run into problems down the line when it comes to their ability to afford your solution.

They’re disorganized. It’s best to walk away from prospects who are frequently running late, reschedule calls at the last minute or send new information after deadlines. This can signal future chaos if you continue to work with them.

Don’t try to keep things going with prospects that don’t align with your promo solution. Instead, reinvest your time and energy where it will likely lead to better results. In the long run, you’ll build stronger, more productive partnerships.    

Compiled by Audrey Sellers
Source: Jay Fuchs is the managing editor of the HubSpot Sales Blog.