Why I love Angry Prospects?


Have you ever had a cranky prospect that is skeptical of everything you say at first? It might look something like this:

Phone: "Ring Ring"

Prospect: "Yeah."

Sales person: "Hi John, this is Jane Johnson, how are you today?"

Prospect: "Been better, what do you want?"

This scenario would make most sales people uncomfortable, but I love it. Am I crazy? Maybe, I mean I have made a living as a motivational speaker, but in most cases, I'm not crazy.

Angry prospects are direct and don't sugar-coat anything. With the right approach, they can be brought out of their shells quite easily. On the other hand, the prospect that is all positive and pouring on compliments scares me. The overly positive prospect is almost always out to get something--free information, ideas or consulting. And I am not in the free consulting business. Like any sales person, my sales motivation goes way down when I don't get paid. So watch out for the overly positive prospect.

On the other hand, discover that new appreciation for the angry or cranky prospect. Don't let their abruptness phase you. Rather, be unemotional and meet them at their level. If the prospect is loud and tough, then become loud and tough. The prospect will immediately appreciate that tone. Remember that prospects like themselves more than they like you, so be more like them.

As a motivational speaker in Boston, I am on a mission to help sales people appreciate and sell more to angry prospects. I will take the angry prospect any day over the overly positive prospect.

How do you deal with angry prospects? Please share below.
Marc Wayshak
ABOUT THE AUTHOR
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Marc Wayshak (www.MarcWayshak.com) is the author of two books on sales and leadership, Game Plan Selling and Breaking All Barriers. He is a sales expert who created the Game Plan Selling System based upon his experiences as an All-American athlete, Ivy League graduate, startup entrepreneur and years of research, training and selling. Marc has established a revolutionary selling system for salespeople, entrepreneurs and companies alike. He holds a Master's degree from the University of Oxford and a BA from Harvard University.
  • /data/userPictures/C3411CCD-8FA1-4F25-BE8C-0D1CF6FCC575.jpgDavid Lovelace1/29/2016 11:47:46 AM
    I like selling to prospects in NYC for the same reason. They are direct, you know where you stand, in time you can build trust.

  • /_ckcommon/images/blanks/userPictureFemale.jpgSally Isok10/28/2016 6:43:49 PM
    It's always easy to communicate with a direct person. They perceive things either black or white, as grey does not exist for them. I had few prospects that at the beginning were so welcoming and YES people that i was sure that the deal is won. But at the end they turned out to be the toughest ones on which i gave up.

  • /data/userPictures/C69D4536-C657-4D73-A3C4-9098D95A6E9F.jpgRobbie Gongwer6/20/2017 10:23:29 AM
    It's true when you match someone's energy like that it create an opportunity. Then it's a battle of the wills who is sold more you on your product and how it will help, or them telling you to get out, they don't have time for you.