Ryan's Sales Tips - Sell more. Bad fits aren't always bad.

SALES TIP – BAD FITS AREN’T ALWAYS BAD

NOT EVERYONE WILL LOVE THE PRODUCT YOU’RE SELLING!

Not every prospect you speak with will be a great fit and not every prospect is going to love your product. Trust me, if you’re running into “bad fits”, you’re not alone.

This is because getting clean lists with all the right prospects isn’t easy. With that said, if you’re a seller and you’re getting frustrated because you keep calling “bad fits”, just know that every seller and every company struggles with connecting with all great fits.

Only a naive seller would think that every prospect they speak with will be a great fit.

Across the industry “bad fits” are seen as a waste of time. The telltale sign that a salesperson is talking to a “bad fit” is usually the lean back on the chair, the look straight up in the sky, with an annoyed eye roll while they listen.

Ryan's Sales Tips - Sell more. Bad fits aren't always bad.

But I am always quick to remind sales reps that they’re not wasting their time because there is actually a lot of value that can be had from speaking with “bad fits”.

THE HIDDEN VALUE OF BAD FITS

Firstly, you’re getting good practice – or if you read my other posts, you are getting “reps” in.

→ Check out my other sales tip titled Dialing sucks. Here’s why you need to dial more. It’s about how more practice makes you a better seller and sellers need practice.

Secondly, you have the chance to turn a “bad fit” into an opportunity by asking for a referral.

Now, you certainly do not want to spend your whole day talking with “bad fits” and practicing, but you should be embracing the opportunity rather than feeling like you’re wasting your time.

So, next time you run into a “bad fit” rather than getting frustrated, try turning a “bad fit” into an opportunity.

You can do this with one simple ask.

Gently, ask the prospect if they happen to know anyone else that could benefit from a product like yours. Usually industry folks are connected.

If you do this it should help you book more demos, build more pipeline and ultimately, close more deals. It will certainly not work every time, but when it does, you just unlocked potential revenue that you would have never had if you didn’t ask.

You should also just be embracing the opportunity to have a conversation and sharpen your sales skills. With conversation rates decreasing, salespeople in general aren’t talking to as many people as they used to. The more conversations you are having. The more opportunities you have to learn and grow.

So, next time you run into a “bad fit. Go ahead and turn your “bad fits” into great practice and additional revenue opportunities because “bad fits” aren’t always “bad”.

And don’t forget… “You miss 100% of the shots you don’t take.” – Wayne Gretzky

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Talk soon — Ryan

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