You know how it goes when it comes to prospects – sometimes it’s like shooting fish in a barrel, while other times it feels more like herding cats. While some prospects are practically ready to sign on the dotted line before you finish your pitch, others are more elusive. It takes some serious finesse to turn them from semi-interested prospects into enthusiastic clients.

Jay Fuchs, the managing editor of the HubSpot Sales Blog, says difficult prospects are just a fact of life. Dealing with them can certainly be stressful, but it helps to know the kinds of prospects to look out for and what to do when you come across them.

In this issue of PromoPro Daily, we share Fuchs’ thoughts on the most difficult prospect types and how you can reel them in.

The perpetually busy prospect. These prospects may genuinely be interested in meeting with you, but their schedule is consistently jampacked. What can you do? Create a sense of urgency. Try putting a deadline on your offering or giving an exclusive discount that’s time-based or on a first-come, first-served basis. 

The prospect who’s afraid to “sell in.” Some prospects may feel nervous about bringing potential offers to their company’s executives. Fuchs recommends showing them how to present a business case. Clearly articulate the problem or opportunity, the proposed solution and the projected benefits and outcomes.

The overly demanding prospect. These types of prospects are especially challenging because they seem impossible to please. They expect the moon before even establishing a relationship. You may want to avoid them entirely, but Fuchs says it’s better to address them diplomatically. Let them know your offerings and try to find some common ground.

The people pleaser. Did you meet with a prospect who was just a tad too enthusiastic? They may not truly be a good fit for your offering, but they don’t want to tell you. Fuchs says it’s important to learn how to discern genuine interest from politeness. Watch their body language and ask thoughtful questions to get a more thorough response.

The tire-kicker. Most sales reps know to be wary of prospects who aren’t serious about buying. Make sure you qualify prospects early on so you don’t waste too much of your time with people who are never going to sign a contract.

The price shopper. Some prospects are strictly budget-driven. They want the cheapest deal possible. Fuchs says to deal with these prospects, shift the focus from price to value. Help people see the potential return on investment if they go with your solution.

The indecisive prospect. These folks can be tricky to deal with because they can’t make up their minds. It’s frustrating when they change their minds at the last minute. How do you deal with them? Guide them with patience, Fuchs says. Don’t rush them and make sure you address any questions they have along the way.

The next time you run into any of these challenging prospect types, think about how to best handle them. Sometimes, you just need a different approach to get them through the sales funnel.

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