Keeping the tyre kickers at bay

Sue Barrett, Barrett Consulting Group

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If tyre kickers are tying up your time seeking quotes and proposals without coming through with the work – then it’s time to call them out.

Preparing detailed proposals is a time-consuming part of a sales person’s job. There’s a substantial cost involved, says respected sales expert Sue Barrett, and you can’t afford to waste time if that client seldom or never comes back with the goods. Tyre kickers, Sue warns, may be after more than you think when seeking a proposal from you.