If a prospect happily accepts a meeting whether it be a zoom or face to face , you would assume that they will be giving you the ‘time of day,’ right? Sadly, that is not often the case… Why?

Perhaps they having a bad day personally and/or professionally?

They have a negative inclination towards sales people?

With appointments being scheduled days, weeks, months in advance, no wonder we get cold prospects as alot can happen in a month of business (lost a major contract, staff shortage, workplace incident, etc).

Its not usually the director who has the negative attitude I find. It’s usually the disgruntled employee who is another decision maker in this process. Could be an ops manager, general manager, HR manager, Office Manager. Most often it is the the decision maker that was originally tasked to do the problem that you are there to solve that hasn’t got your back, or wants to knife it !

They may be worrying that if you do all the work it will render them useless to the business, it’s embarassing for them. They will be clearly against you. More often than not the problem you are there to solve could be done by someone else but though lack the time, ability or knowledge to complete the task you have been called in to take over.

How do you win them over? Some will be so embarassed about the situation that you just can’t win them over, no matter what you do. If you try to express the value in what you sell and they just won’t listen or they are unnecessarily moody and argumentative, walk on egg shells around them be calm and bypass them, straight to the director. Or, try this:

1. Build rapport by asking them open ended questions about themselves, their role.

2. Get them involved? Ask them if they want to be involved in the process. Get them involved. Give their current work as best a positive feedback as you can. Tell them that you will make sure that they get all the kudos when the task is complete.

3. Use social proof and tell stories about other companies you have helped.

4. Address them being difficult head on, “Jenny cmon… I’m trying to build rapport with you and your just coldwalling me…” and stay silent. You will be suprised how many times this breaks their walls down.

5. Give them references they can call. Do they know personally any if your current happy clients?

In my experience, it’s often another decision maker in the process who is causing the issue. They may feel embarrassed that the problem you’re there to solve was initially tasked to them. They worry that if you do all the work, they’ll be rendered useless to the business. It’s understandable, but it can make your job as a salesperson difficult.