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Unaware prospects

by thet
8 replies
I just called this manager. Told him short who we are and asked him as my first question: Are you going to look at new appliances in the new year?

He told me "no.. we just got everything new".

So I asked him: When are you going to look at adding to build an even strong system?

He told me: In the next 5 year, we will do nothing (5 year is extreme in my sector, 3-4 year is kind of normal for the lifespan of an appliance. However. You can always add things to make your system even stronger)

So I asked him: What are you going to do in the meantime to make sure it works like it should?

He told me: That's not on the agenda

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In hindsight I think I qualified him out. On the other hand.. This suprises me so much that he is not aware of the importance of checking out if their current solutions are working like it should. If it doesn't work like it should it will cost them a lot of cash and a lot of bad reputation.

Yesterday I had the same kind of talk so I asked him a bit to spicy of a question (pretty much told him he was ignorant but not with those harsh words), he told me that I am not going to trigger him into doing something

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My question: What do you ask prospect who are simply unaware of the importance without getting them all fired up and irritated?

Is the goal to make them aware in the first place? Or should I just simply think "next" (like i would with our member Electric if I had him on the phone)?

I want to convince prospects. Is that an optimal mindset for prospecting?
#prospects #unaware
  • Profile picture of the author DABK
    You don't. You let him be.

    If he doesn't want to learn, he doesn't want to learn.

    My idea of a prospect is someone who might buy. Your guy told you flat out he's not going to, doesn't care. He's not even a prospect.

    He might be a prospect 2 or 3 years from now. If they don't fire him by then.


    Originally Posted by thet View Post

    I just called this manager. Told him short who we are and asked him as my first question: Are you going to look at new appliances in the new year?

    He told me "no.. we just got everything new".

    So I asked him: When are you going to look at adding to build an even strong system?

    He told me: In the next 5 year, we will do nothing (5 year is extreme in my sector, 3-4 year is kind of normal for the lifespan of an appliance. However. You can always add things to make your system even stronger)

    So I asked him: What are you going to do in the meantime to make sure it works like it should?

    He told me: That's not on the agenda

    ------------

    In hindsight I think I qualified him out. On the other hand.. This suprises me so much that he is not aware of the importance of checking out if their current solutions are working like it should. If it doesn't work like it should it will cost them a lot of cash and a lot of bad reputation.

    Yesterday I had the same kind of talk so I asked him a bit to spicy of a question (pretty much told him he was ignorant but not with those harsh words), he told me that I am not going to trigger him into doing something

    ////

    My question: What do you ask prospect who are simply unaware of the importance without getting them all fired up and irritated?

    Is the goal to make them aware in the first place? Or should I just simply think "next" (like i would with our member Electric if I had him on the phone)?

    I want to convince prospects. Is that an optimal mindset for prospecting?
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    • Profile picture of the author thet
      Originally Posted by DABK View Post

      You don't. You let him be.

      If he doesn't want to learn, he doesn't want to learn.

      My idea of a prospect is someone who might buy. Your guy told you flat out he's not going to, doesn't care. He's not even a prospect.

      He might be a prospect 2 or 3 years from now. If they don't fire him by then.
      See, this is what I start to see as truth.

      However, I also felt like I could have asked the question better, my tone of voice etc to have gotten a different result. Understand what I mean?

      Everybody should be a prospect, because everbody can use the solutions we have to offer. I am 100% sure of that.

      So I am dealing with some cognitive dissonance here
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      — Charlie Munger

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      • Profile picture of the author DABK
        I understand what you mean.

        And, even if it's true that anyone can benefit from your solution, it doesn't mean you should be after everybody.

        You should be after the ones that know they'd benefit and want to to benefit. It's the want part that's important. I've got a 5 foot tall neighbor who weighs 440 pounds. She'd benefit a lot from a bit of exercise but you never find her doing any. You do find her at the bakery a lot.

        See what I mean?

        Originally Posted by thet View Post

        See, this is what I start to see as truth.

        However, I also felt like I could have asked the question better, my tone of voice etc to have gotten a different result. Understand what I mean?

        Everybody should be a prospect, because everbody can use the solutions we have to offer. I am 100% sure of that.

        So I am dealing with some cognitive dissonance here
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  • Profile picture of the author umc
    This is just my opinion, for whatever it's worth. I think you devote too much mental energy to picking over your calls and coming here to try to find magic. All of the mulling over of the minutia of your calls is taking time and mental energy away and robs you of more productivity than you'll ever gain by these conversations where you hope to turn these few calls around (which is unlikely at best). You can't sell everybody, and you have no control over their mindset. Put your best foot forward and then move on to the next call. In basketball, the best scorers have the shortest memory. They don't let a missed shot or even a series of them get in their head. They know what the mechanics of a good shot are and they just keep at it, trusting that shots will fall. Develop your basic skills and let your shots fly. If you shoot an airball, just forget about it and move on. If it is persistent, get a coach, but it seems to me that you're worrying way too much about every individual call.
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    • Profile picture of the author thet
      Originally Posted by umc View Post

      This is just my opinion, for whatever it's worth. I think you devote too much mental energy to picking over your calls and coming here to try to find magic. All of the mulling over of the minutia of your calls is taking time and mental energy away and robs you of more productivity than you'll ever gain by these conversations where you hope to turn these few calls around (which is unlikely at best). You can't sell everybody, and you have no control over their mindset. Put your best foot forward and then move on to the next call. In basketball, the best scorers have the shortest memory. They don't let a missed shot or even a series of them get in their head. They know what the mechanics of a good shot are and they just keep at it, trusting that shots will fall. Develop your basic skills and let your shots fly. If you shoot an airball, just forget about it and move on. If it is persistent, get a coach, but it seems to me that you're worrying way too much about every individual call.
      Funny enough, I am reading eleven rings from Phil Jackson. Amazing book full of wisdom.

      Thank u for your input
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      Recognize reality even when you don't like it - especially when you don't like it.
      — Charlie Munger

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  • Profile picture of the author umc
    Haha, I've had one of his books on my Amazon wishlist for a while now. The only problem is that I also have lots of others and only so much brain capacity. I'm an over-thinker myself and it seems like you could have some tendencies as well. It will slow you down my friend.
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    • Profile picture of the author thet
      Originally Posted by umc View Post

      Haha, I've had one of his books on my Amazon wishlist for a while now. The only problem is that I also have lots of others and only so much brain capacity. I'm an over-thinker myself and it seems like you could have some tendencies as well. It will slow you down my friend.
      True. On the other hand. When I do have "the click" I am unstoppable.
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      Recognize reality even when you don't like it - especially when you don't like it.
      — Charlie Munger

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  • Profile picture of the author mojo1
    Hey Thet,

    You sound fairly young so perhaps it's safe to assume you're still single?

    I'm sure another human could benefit from what you have like your warm body, intense stare
    etc, etc.

    Not only could they benefit from it but according to natural law humans need touch to survive/thrive.

    But should you give or better yet throw yourself onto everybody because they need it?

    Or should you be much more selective about who gets to qualify for all of your delectable goodness.

    You have all the power dear now use it to get rid of the desperation that's attempting to overtake and
    prevent you from reaching your greatness.
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