“Nobody wants to be chased when they don’t want to be chased” – Ion Farmakides in today’s Tip 788
How about you? Do you still chase anybody who doesn’t want to be chased?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ion Farmakides, Ion is the head of business development at Pearl Lemon. He brings 15 years of business development experience from startup to enterprise scale. The previous tip he’s about to refer to was episode 739 if you want to check that out. Here he is:
Ion Farmakides: He’s back with another one. Ian again, Head of Business Development for Pearl Lemon. This is a tip that I feel goes kind of hand in hand with the previous one, which was when speaking to a decision-maker, find a way to ask them whether or not they want to do something point-blank, nicely but straightforward enough. And the reason why it goes well that tip is because when you feel that somebody who has decision-making power, isn’t convinced, sure, step one should be, find out why they are convinced. How can you convince them if they are a good fit? And they should be a client, obviously it without pushing, but if it’s definitely going to be a no, but then maybe somebody is too polite. They’re not sure, but you know that it’s going to be a no, let it go.
And let it go is maybe the softer version, which a lot of people are going to follow, which is, look, why don’t we just leave it? I don’t feel that this is going to work. I don’t think this is a priority. Why don’t we just take a pass and stay in touch? Maybe we can do something further down the line. So that’s the commonly used, I mean, commonly referred to as the takeaway or the blowout, or there are various terms for it, but essentially it’s showing somebody the door and showing them also that you don’t want to push them into doing anything. And you get the feeling, this is not going to be a deal. It’s not going to work. Why don’t we just let the person go, kind of thing?
And then the harder version, because there are a lot of people who are either too polite. Sometimes they think they don’t know, or it’s clear that they don’t want to do something they’re not convinced. They’re a bad fit. You’re a bad fit, whatever the case, it’s just not going to work out. Then completely take it away. If it’s a decision-maker and they are not saying yes to you. A lot of people are going to be too polite to just say, no. You say no for them and say, do you know what I’m getting the feeling that this isn’t the right move. And then rather than volunteering the no, or showing them the door, you say, this is not a smart play for you. Based on the conversation we’ve had, based on the research, based on the feedback, whatever the case is, if you feel that this is not going to be a deal and that you’re going to end up chasing somebody who doesn’t want to be chased, let’s just leave it. Without even suggesting it. Let’s just leave it. No worries at all. It’s been amazing speaking to you. I really appreciate your time. Let’s stay in touch anyway, but let’s not do this right now.
Now there’s a subtle difference because they sound quite similar. But in the one case, you’re leaving it open for the prospect to come back to you. Whereas in the second case, even though kind of caveat, they can still come back anyway. Even if you say no to somebody, of course, but then you’re showing them that you don’t think there should be a deal that this is not a good move for them. And that’s not, it may sound counterintuitive. But at the end of the day, again, much like the previous tip, nobody wants to be chased when they don’t want to be chased. And then you don’t want to be chasing anybody who doesn’t want to be chased. So that’s it. Hope it helps and fetches soon.
Scott Ingram: For a link to connect with Ion on LinkedIn, which he’d love for you to do, just click over to DailySales.Tips/788 and we’ll have that link for you there as well as the video version of this tip.
Once you’ve connected with Ion. Be sure to come back tomorrow for another great sales tip. Thanks for listening!