I’ve been speaking with a prospect who wants to lift his sales team’s conversion rate. We crunched the numbers — a 20% improvement across the board would add about
$1.2 million to his bottom line.
Over the last couple of months, there’s been plenty of back and forth. Eventually, I suggested something simple:
“Let’s start small. Work with a couple of your middle performers, lift their conversion rate, and if it works, we can roll it out to everyone.”
He agreed in principle but said, “I need to figure out who those people are — I’ll get back to you.”
That was weeks ago. After a few polite follow-ups, including a “please let me know if your priorities have changed – so I don’t keep chasing”, radio silence.
So that raises a bigger question…
How Long Do You Keep Chasing?
At some point, you’ve got to ask yourself:
- Have their priorities changed?
- Are they genuinely ready to act?
- And more importantly — is this someone you actually want to work with?
Because if someone can’t even make a simple decision at this stage, what are the chances they’ll take your advice once the work begins?
Sometimes You Have to Walk Away
There comes a time when you stop chasing. Not out of frustration — but out of self-respect.
When you know the value you bring, you can’t afford to keep giving energy to people who won’t value it. Yes, it’s your job to communicate your worth. But it’s also your responsibility to protect your time, your energy, and your authority.
Sometimes, the most powerful sales move you can make is to say:
“With all due respect — I don’t think this is going to work.”
Your Turn
Have you ever had to walk away from a potential client? Did it pay off — or did you regret it later?
Comment below and let me know 🙂
