What do you do when a prospect wants to "see more", and more, and more?
Once in a while we run into prospects that get into the "see more" mode. What do you do when a prospect wants to see more, and more, and more? How do you get them over the hump and into the "buying" mode?
We need to put on an Inspector Rex hat and find out why...
... this could be a rejection sign and they could have selected a preferred vendor. We should step back and find out why we are rated behind this vendor, and take it from there.
... they have no idea how to solve their problems and they don't know what they should be asking for. Instead they keep on asking for more information to satisfy their ignorance. A few possibilities here. Our sales is incompetent to find out what the problem is. Our sales see the problem but cannot convince the prospect. Either case, we need to show the prospect what their real problem is and how we can solve that problem.
... they understand their problem but they have no confidence in our products so they want to see more. We should propose a trial of our product to cast out the doubts of the customer.
Above all, we shouldn't let it drift into the blind (in this case the customer) leading the blind (us) situation. We need to be creative and inquisitive to find out the reason behind it.
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