When selling, most people take one of two paths. They either are conservative in their approach; less aggressive, more passive. Or they take a more aggressive approach; showing greater passion, exerting a greater amount of control and being more active. The safest route to take is the conservative one. It’s less intimidating and typically the rejection is not as immediate because of the conservative approach. The passionate approach is more dangerous because you run the risk of getting an immediate rejection, which most people don’t like to have happen to them, but there is more upside to the passionate approach than downside.
This is where the fiery ball of success or failure comes into play. By being too conservative in your approach and not asking for the business, you can lose the opportunity to overcome the perceived obstacle that the prospect may have in their mind. If you take the passionate route and ask how we can begin working together, you can begin to flush out the obstacles. Is price an issue? Is the service or product not a good fit? Is there a personality clash or some other issue that prospect is thinking, but did not want to say?
Get it out on the table immediately. See if there is a resolution. If price is a problem, talk about it. Maybe there is another solution. It could be that the prospect thinks your firm is too small or does not have the right experience. By getting the issues on the table you can get to an answer quickly. The answer might be the fireball of failure and then you agree to part ways. But, at least you know the outcome. The upside is the prospect tells you what obstacles they believe are in the way and you can resolve them and they buy from you. The fiery ball of success.
This process works. You don’t want to think you have business that is not real. It’s better to have a pipeline of zero prospects than one full of false ones that never will materialize. Plus you will add clients that would have walked away otherwise by having a real and honest conversation with them.