What does tire kicker mean

He says, "While it's critical to ask your prospects what they want to talk about and incorporate those topics into the agenda, it's also important for you to have a goal for every sales call as well. Otherwise, you can waste a lot of time talking to tire kickers.

It's key to outline an agenda for each call or meeting. But, if the prospect takes full control of the conversation every time you meet, it's challenging to make progress with them and can be a sign for you to walk away. While this isn't an exhaustive list of ways to identify tire kickers, you'll save time by keeping them in mind throughout the prospecting and qualification process. Don't ignore the warning signs and your own intuition.

If a prospect meets one or more of these indicators, they're likely kicking the tire and aren't willing to move forward with or commit to purchasing. Once you implement these strategies, you'll start to relate to this tire kicker meme and smile knowing you're working with the best-fit prospects.

Remember, the best salespeople are those who can walk away from the deal early when they recognize it isn't a good fit. They use the time that would be spent on tire kickers nurturing better-fit prospects instead or prospecting to fill their pipelines with quality leads. Looking for more tips? Check out this ultimate guide to prospecting next. Originally published Feb 13, PM, updated October 08 Logo - Full Color. Contact Sales.

Overview of all products. Marketing Hub Marketing automation software. Service Hub Customer service software. CMS Hub Content management system software. Operations Hub Operations software. App Marketplace Connect your favorite apps to HubSpot. Tire kickers hardly do any research into the product.

This means they don't need this item — or at least don't need it urgently. According to statistics, serious B2B buyers spend approximately half of their purchasing time doing independent research. They find the characteristics of the product on the Internet, watch tutorials, read customer reviews, compare prices in different stores and so on.

Most customers with serious intentions come to a shop because their problem is urgent. For instance, their head hurts, or a pipe leaks, or their car won't start, or they have run out of salt.

A tire kicker has no problem that deteriorates their quality of life to such an extent that they can't tolerate it. These kinds of clients might fail to describe their problems. You might want to ask them the same questions several times: "What do you need this product for? During the conversation, they might change their mind numerous times. Their answers might be too vague or irrelevant to the product that you're trying to sell.

The second parameter that you should pay attention to is authority. Sometimes, the person who you're talking to has no authority to decide on the purchase. This might be typical of B2B clients. In most cases, more than two people make the final decision.

A B2B customer with serious buying intentions might need some time to get approval. A tire kicker might say that they have no authority for the purchase — but in fact, it's their fear that stops them from making the decision.

In this case, the client might keep asking questions about the highly specific capabilities of the product. Otherwise, they might keep sharing their unrealistic expectations with you.

Plus, they might fail to define a realistic timeline and budget for the purchase. They might say that it goes beyond their responsibilities and they might need to wait for confirmation from their supervisors.

When seasoned sales reps hear such statements, they become slightly suspicious. Clients with serious intentions usually know at least the approximate scopes of their budgets and timelines.

Now you should know how to spot a tire kicker. But you won't be able to get rid of this type of client completely. They will keep taking your time, bringing you no profit. So how could you maximize your income? This rule is also known as the Pareto principle. They do thorough independent research in advance and they will be likely to make repeat purchases in the future.

Keep a detailed database of such clients and perceive them as your highest priority. These clients should make up for the potential earnings that you lose because of tire kickers. How to reply: "It seems that we aren't making any progress in resolving your problem. It's probably not the best time for us to work together. How to react: Prepare an agenda for each upcoming interaction with the client.

Inform them firmly that next time you speak, you would like to see some progress from them. Here are 5 red flags that will help you identify tire kickers and some sales tips that can help you move on with the rest of your day. Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward. During your conversation, ask your prospect what their budget is for this purchase.

Lots of employees are tasked with doing purchasing research. These guys and gals will steal as much of your time as humanly possible. They also want to know about you, your kids, your golf handicap, and your alma mater. But, in sales, schmoozers can be losers. A lot of people love small talk, and the line between ice breakers and TMI can vary when it comes to a sales conversation.

Some prospects care about personality when buying. Others just want to close the deal and get on with their day. Time wasters and tire kickers are almost always in the first category. This will save your time and feelings. Now check your inbox. The fact that reaching out to you means that they may be ready to buy at some point. Everything changes. And when someone is hesitating about the purchase, it would be better to leave them with a good impression. For example, when your visitors will answer the chatbot questions, in addition to the name and email they will share their website URL, company size, job title, etc.

This info goes to the user card automatically. Anastasia Sukhareva Telling the world about Dashly and how it may be good for you. Main page Blog General. How to deal with them Reading time: They always have budget objections. They love to talk. They want your product for free. In Dashly, all the data tracked from different sources by User ID is available on the user card.

Here is a list of questions our team uses to qualify prospects. Sign up to see how to collect this info with Dashly user tracking. Download the most popular lead qualification models and learn how to use them.