One of the most difficult things for a sales team to do is walk away from a selling opportunity. There are a number of reasons that stand out:
- I don’t want my boss to think I can’t win, I’m not a quitter.
- My pipeline is not that great and I don’t want to decrease the amount, yet.
- I have a good reason but I haven’t documented the opportunity very well in CRM, I might not be able to answer all the questions I’m going to get ask.
- I hate to walk away from potential money.
- I think I can push it to next quarter.
So, when is it time to walk away?
- You can’t get to the decision maker(s), can’t move the opportunity forward.
- You can’t get to the buyer(s), can’t move the opportunity forward.
- You don’t have a champion.
- Your solutions don’t meet the customer requirements, no matter how hard you try.
- You are not the incumbent and it seems the customer is using you for price negotiations, they are resistant in providing information or access to key players.
- No budget and the customer is not providing you the information on when budget might will be approved.
- The RFP/RFI is clearly written by your competitor or heavily weighted in favor of your competitors.
- Can’t get a meeting scheduled with the key players.
When you walk away, you are then able to focus on winnable opportunities and lead generation. Happy selling! I Would love to hear your feedback and when you make the determination to walk away.