NOT getting the meeting

This post is dedicated to any entrepreneur, salesperson, business development, or account executive that's first goal is to get a meeting with their prospect.

Getting a meeting with a prospect always puts you in the right mood.  Sometimes you need that one person to believe in talking to you to reinforce what you're doing is great.  Anyone that regularly tries to bring new meetings to their business understand the many facets of getting a meeting.  What happens when you don't get the meeting?

It's frustrating.  You might have a quota but your pride may affect you more.  People saying no is never the problem.  The issue has always been people that will talk to you for a duration of a an initial phone conversation yet refuse to officially "commit" to a meeting on the calendar.

I've had quite a few prospects I've had great conversations pertaining to their business.  They acknowledge there is a challenge there and they don't know how to solve it.  They speak candidly on their business challenges and it feels like I'm being positioned to save the day!

Sadly, no.

They have a challenge but they aren't really thinking about it.  They don't want to take an "official" meeting because they know they won't/can't buy what I provide.  It took me a long time to realize this and it makes a lot of sense.

A previous post of mine mentioned how people hate to give a clear yes or no answer.  Humans love to be appreciated-especially sales professionals.

Stroke their ego, and challenge them a little bit and you get better conversations which eventually lead to "official" meetings.