They continue to tell you yes, but you never see what

[rifat28dddd]

Then ask: “Is there anything else you’d like to put on our agenda?” (the most likely answer will be no)
Next, take control of the conversation with this statement: “If it’s ok with you I’d like to ask a few questions to better understand your unique situation. Then we can discuss how we’ve changed since the last time you used us. From there we can decide together if it makes sense to keep talking.” This acknowledges their statement again, without taking it head on, and delivers a nuanced take-away (I’m not going to chase you) that pulls them toward you.
Then ask a broad open-ended question that gets them talking. This is the key to gaining control. The more they talk the less likely the issue will come up again. What you are likely to find, once they start talking, is that they are having problems with their current vendor and the grass was not greener after leaving your company.
Focus on the future and how you can solve their current problems. Don’t bring up their bad experience with your company again. If they do bring it back to the surface, address it by focusing on all of the positive changes that your company has made since they last did business with you.Sales Insurance Policy #1: “If I, Will You?” (Insurance on Your Time)
Do you know you can gauge your clients interest by how willing they are to invest in the process of getting you what you need?

Think about it like this:

Client #1 calls you and their machinery is stopped paraguay telegram data until they get the correct part from me.

As long as their machine is stopped they’ll give you their ATM card and pin in 2 seconds!

You’ve been calling on client #2 who is happy with their current supplier for 3 months.


You see the obvious difference in the two scenarios: the need for what you are offering.

A little trick you can use is to probe to test how much they are willing to do to help.

If they aren’t very helpful in what I need, then that tells me their interest level is low (That doesn’t mean I don’t take further action, it’s just a mental “heads up” for myself which I might later as I collect evidence for further down the road if I have to make that tough decision to keep going or cut bait).

That brings us to the question you ask to insure you are not wasting your time and it plays off the “Law of Reciprocity.”