So you have carefully researched your prospective client, warmed them up prior to the meeting and engaged them in a fluid and interactive prospective meeting. You have given them every possible chance to demonstrate why you can help them.

But, it aint happening. You just cant see that any ability to assist the client at this moment. But you are still face-to-face with them. So now what?

Clients must be willing and able to use your services

An unwilling client.

In the case of an unwilling client it doesnt mean you have failed to sell your service. In a prospecting meeting, its quite likely you didnt even get that far. Instead, you are faced with a client that has demonstrated that they wont even entertain doing business with you.

Maybe the client just doesnt like you heck, it happens. Or maybe they just bought the same service/product yesterday. Or maybe they have a bad history with your firm that you are unaware of and time has not healed that wound. Or maybe they genuinely have no need for your product or service.

If you have encountered a fast roadblock which has no way around, then you should move towards wrapping up the meeting. Dont be upset every good salesperson has to be used to rejection. You cant expect everyone to be a buyer.

Ideally, however, try and learn something else which might be valuable to you. For example, if they are already with one of your competitors, ask for how long, how that came about, who they speak to at the competitor?

Or ask for the name of someone else at the firm with whom you would like to talk about another (or the same) topic? Or ask them for an agreement to keep them updated if something changes about your product or service in the future which might address their unwillingness to purchase.

A willing client without ability.

If you can see an willingness to do business but a lack of ability then it may just be that your timing is bad. Your prospective client may be perfectly happy at that moment and not require your services, but situations change.

You should either agree a future time or an event to talk again (after a conference, a merger, a promotion, development of a product to solve an identified problem).

Be bold and ask what things would have to change to revisit your service. Is there a time-contract with a competitor? Is there a scheduled review of services? When does the client do their strategic planning and budget setting?

Also make steps to learn more about the client while you wait. This doesnt mean making the client a priority over clients that are both willing and able. It just means a couple of small steps to allow you to keep monitoring the situation at this client. Are there any other decision makers you should meet? Obtain a rain-check on a lunch or social event for the future.

Follow-up in writing.

Unless the client was outright hostile, you should follow-up in writing with every prospective client you meet. It need only take five minutes (youll have a standard letter in no time) and courtesy is no longer a common trait - your actions will stand out.

You never know the prospect might have really liked your ideas, but was simply unable to purchase or unable to express themselves in the meeting. That inability can easily change with new management, a change of employer or any host of reasons in the future beyond your control or knowledge.

David King is Managing Director of Vue Consulting, the most innovative sales training and marketing consultancy in Australia. Visit his website http://www.vueconsulting.com.au for more resources or to see how sales training shouldn’t rely on a sales program to be successful.