It’s a familiar compliment, but it benefits no one. The Eskimo ends up with buyer’s remorse and we get our ice back while earning a bad reputation among Eskimos.
If the first step is determining if there’s a fit, let’s figure it out as quickly as possible. Why take three conversations when it can be done in one? If it’s not a good match, we can move on to more promising opportunities and our customer will be more inclined to see us the next time we call.
Most of our tools are designed to help our salespeople sell, but consider adding some that first assess fit. Simple checklists, case study comparisons, and interactive surveys can qualify a prospect and inform both parties about how to best work together.
Spend a little more time assessing fit and you’ll spend less time explaining your return policy.