7 Signs Your Prospect is Just Not That Into You
Sales is a lot like dating, except instead of getting rejected over dinner because you’re not tall enough, you get rejected over the phone because your product doesn’t have the right features. In both cases, you probably end up crying in your car.
But just like in dating, in every sales process there are multiple red flags and indicators that your prospect is not into the deal. Of course, you shouldn’t immediately give up if you experience any of these, but keep them in mind so that you’re not unnecessarily wasting your time.
Here are seven signs your prospect is just not that into you:
1. They ghost you, over and over again
Ghosting happens in the sales world quite frequently. You might think you have a deal in the bag after a presentation only to never hear from the prospect again. But sometimes there are situations where a prospect ghosts you, then gets back in touch, then does it again. If it keeps happening, it’s safe to assume that the deal is probably not going anywhere.
2. You can’t identify what they’re looking for
Identifying a prospect’s need, or helping them come to that conclusion is critical in an effective sales presentation. If you’re unable to help the prospect figure out what they’re looking for, and the prospect can’t identify their problem or their need, it’s going to be pretty difficult to close the deal, just like it would be with an indecisive date.
3. They avoid discussing their budget
If a prospect constantly avoids discussing their available or preferred budget, you might be in trouble. This is an indicator that they don’t want to give you information to work with either because they’re don’t have a budget in mind because they’re not serious, or because they’re afraid giving you too much information will allow you to present a product that they have no intention of buying. In either case, avoidance of this topic is anathema to sales deals.
4. Vague and evasive answers
An interested prospect is engaged and happy to answer questions about their needs and wants. An uninterested one feels uncomfortable answering questions of providing you with too many details about their situation. If a prospect is evasive or intentionally vague when you’re talking to them, you should probably focus your energies somewhere else.
5. Refusal to connect you with any other decision-makers
A sure sign that your prospect isn’t on board is if he or she refuses to put you in touch with any other stakeholders involved in the transaction. You can’t close what’s called a “one-legger” without having every decision maker present, so if your prospect keeps coming up with reasons, excuses, or just plain refuses to put you in contact, they’re not that into you.
6. They try to end the conversation quickly
Reading social cues is important for salespeople, so when a prospect is constantly rushing to end every conversation, you can bet that it’s unlikely the deal will close. Of course, many people are very busy these days, so it’s important to be able to discern whether this behavior is the result of a packed schedule, or just a method to get away from you.
7. No commitment to a follow-up date
A great way to tell whether or not a prospect is interested is to ask them for a definitive date and time to follow-up after a conversation or a pitch. A prospect who is on the fence but is still considering the deal usually won’t hesitate to agree to an appointment, but one who has no intention of ever talking to you again won’t even give you that much.
If you’re still struggling to gauge whether your prospect is just not that into you, you can always try an AI-Powered sales automation CRM, like Spiro. Spiro can tell you which deals to focus on, and which to avoid wasting precious time on.
