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Never Trust a Prospect Who Does Any of These 5 Things

One of the most difficult things salespeople do is appraise a prospect’s level of interest and likelihood to close. We’re constantly juggling priorities and trying to figure out what to focus on to give ourselves the best chance to close new business. Deciding whether you’re dealing with an actual buyer or not can be tricky, because we don’t want to waste our (limited) time, but we also don’t want to turn our backs on a potential deal.

So can you tell when a prospect isn’t one you should spend too much time with?

It’s not as easy as you might think, because people have different personalities. For instance: a person who seems like they’re reluctant to move forward may just be shy or contemplative. But there are certain telltale signs that are usually reliable, and you can use them to help make a decision if you’re having doubts. So the next time you’re talking to a prospect and they do one of more of the following things, you might want to take a step back and reassess.

1. You catch them in a lie

While everyone tells a white lie from time to time, a prospect who tells you something that turns out to be untrue can signal a problematic relationship. To be sure, not all lies are created equal. There are people who love to embellish and tell made-up stories – some of which are very entertaining. But it’s when you get into lies that affect the deal that things can get hairy. When this happens, it’s perfectly fine to ask for clarification, just don’t ignore obvious signs of deception, because if you’re being lied to, there’s a good chance there’s no deal to be had anyway.

2. They ask you to do something unethical/illegal

Sometimes the “great idea fairy” visits a prospect and they come up with some harebrained scheme that they try to get you involved in. It happens more often than you might think, especially when there’s money on the line. Not only should you not do it, you should strongly consider ending the entire business relationship, since these people might end up being more trouble than they’re worth. No amount of money is worth throwing your reputation down the tubes, and there’s always another deal just around the corner.

3. They’re constantly evasive

Again, some people might seem evasive because of their communication style or personality. But when it’s clear that they’re actively trying to avoid giving you the full picture, or continuously steering the discussion away from the questions you need to ask, it’s very likely that you’re dealing with deception, or, at a minimum, not dealing with a viable prospect. There are only a few reasons why someone needs to be evasive, and none of them end up with you closing a deal. Don’t be afraid to politely call someone out when they’re not willing to do the bare minimum it takes to get a deal done.

4. They treat you with contempt

While this doesn’t necessarily mean someone is lying, it does mean that you probably can’t trust them enough to work on a deal together. Sometimes it’s personal, and sometimes people simply don’t respect salespeople, or think too highly of themselves to treat others with respect. Either way, how can you expect someone who has contempt for you to do what’s necessary to get a deal over the finish line? We want to please our costumers and make them like us, but there has to be a line in the sand that people can’t cross, otherwise they’ll just walk all over you.

5. Something just doesn’t feel right

You don’t need to believe in ghosts or astrology to understand that gut feeling counts for a lot. Have you ever felt uneasy when dealing with someone in your personal or professional life? How often has that instinct steered you wrong? This doesn’t mean you should hang up the phone when someone gives you the creeps. It just means you should pay attention to your instincts and be extra careful when something seems “off.” In the best case scenario, you’ll be proven wrong and everything will be fine; in the worst, you’ll be prepared when things don’t go as planned.

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Infographic: Not Your Father’s CRM

Spiro partnered with IDC to create this infographic exploring the emerging proactive relationship management category.

To download the PDF, please visit:

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Never Trust a Prospect Who Does Any of These 5 Things

Never Trust a Prospect Who Does Any of These 5 Things

One of the most difficult things salespeople do is appraise a prospect’s level of interest…

The post Never Trust a Prospect Who Does Any of These 5 Things appeared first on Spiro Technologies.

from Spiro Technologies

5 Questions You Should Avoid Asking Your Prospects

5 Questions You Should Avoid Asking Your Prospects

Let’s start off by saying questions are great. Salespeople should ask lots of questions and…

The post 5 Questions You Should Avoid Asking Your Prospects appeared first on Spiro Technologies.

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A History of Baseball Statistics

Statistics are all the rage in sports these days. Professional organizations are analyzing data in ways that have never been implemented before so that those clubs can find ways to get a leg up on the competition.

But statistics have been around for a long, long time. Baseball is one of the pioneers of keeping track of specific statistics, beginning back in the 1950s. Since then, statistics have become a significant staple in sports across the globe.

Statistics History

Though stats weren’t recognized widely by fans until the 1950s, stat-keeping goes back to the 1850s. Henry Chadwick, a journalist, was frustrated by the lack of record-keeping and began to print tallies of basic game stats. These stats are used today, including hits, runs, errors, batting averages, and strikeouts.

Because of these statistics, Chadwick’s achievements began to grow. He helped to formulate many of the early rules that governed play and equipment and was the first to compile annual performance statistics. For this, he was inducted posthumously into the National Baseball Hall of Fame in 1938.

Modern Stats

Since then, stats began to undergo serious changes. Beginning with the Society of American Baseball Research (SABR) in 1971 and spreading into the 1980s where Bill James started writing about statistical analysis (which spawned “Moneyball”).

Today, many teams across the major leagues employ statistical analytics departments. They look into statistics that aren’t necessarily publicly kept – things such as bat speed, angle of a pitcher’s throw, and so on – to find trends that they can exploit.

These trends in data analytics have changed the way executives look at the athletes themselves. Though a player may not have a ton of home runs or runs batted in, they may still be incredibly valuable due to their ability to get on base and create runs.

Stats like these continue to evolve and provide importance for major league clubs around the country and in leagues around the globe. What these stats hold for the future remains to be seen.

from Hommy Almonte | Sports

Tips to Help You Lead a Young Team

Leading a young team is not always going to be easy. Your team likely doesn’t have much experience yet and will still need guidance in several key areas to find success. You can help your team to gel by providing them with solid leadership. Take a look at the following tips that can help you to lead a young team properly. 

Make Sure They Have Good Communication Open

You want to be able to communicate with your team so that you can guide them. Younger adults have grown up around technology, and they will want to use communication channels that seem convenient to them. It’s good to have face-to-face meetings with your team, but it’s also smart to have email options and live chat rooms. These can allow you to give real-time information to the team when you aren’t able to be there in person. 

Give Them Regular Feedback

Feedback is an essential part of the process, and you have to make sure that you’re giving out feedback regularly. You shouldn’t hold back if a team member needs constructive criticism because it will help them to improve. Even so, you should remember to be respectful while offering to help guide people when they are having problems with a specific aspect of the job. 

Don’t Treat Them Like Kids

Your young team isn’t going to want to be reminded of how young they are constantly. Treat them with respect and treat them like true adult professionals. They will take their roles more seriously if you treat them like the professionals that you want them to be. 

Try to Be Flexible

Trying to be flexible with your work hours and other rules might help your team out, too. Younger adults will be more keen to become an important part of the company if they have flexible work hours and remote working opportunities. Things like this are more commonplace today, and you’ll have an easier time leading a young time if you’re caught up with the times. 

Reward Employee Performance

Rewarding employee performance is another crucial thing that will help you as a leader. You can ensure that your young team members understand that their deeds will be rewarded. This could be through incentives such as raises, or you could put some other type of immediate reward system in place. 

from Hommy Almonte | Business & Entrepreneurship

10 Things Salespeople Should Always Say to a Customer


Salespeople make money with their mouth and their brain, so it’s important for the two to be properly aligned.

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10 New Year’s Resolutions for Salespeople for 2020

10 New Year’s Resolutions for Salespeople for 2020

Another year has gone by and we’re entering a new decade; hopefully one filled with…

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