Sales tactics, intentional or unintentional, do prevent prospects from meeting again.

For various reasons, a second meeting may not be a good choice, yet I wince whenever I see these actions. I may have it wrong, or the founders may be misguided.  

My go-to ways to preempt a second meeting are as follows. Have you used one of these?  

• Do you want an annoyed reaction? Ask for the order early and often, recklessly assuming the sale is inevitable. Watch their body tighten and their eyes squint. 

• Ask questions, calling for a yes or no answer. The CEO implies that the prospective client’s situation is black and white or that the founder is trying to influence their thinking through reasoning. The prospect gently shakes their head and rolls their eyes, showing simmering irritation.  

• Do you need to hear a groan of frustration? Then educate, educate, and then some more. Only the prospect’s ignorance can stop a sale. 

Assume, presume, or oversimplify your way out of a second meeting. 

In general, founders should persist in pushing their views on the problem and circumstances. Learning the prospect’s point of view, showing empathy, and connecting is irrational and messy. 

Do I have this jumbled up?  

Others might list these tactics on a page labeled ‘What founders should not do.’

Imagine how understanding the prospect can lead to a favorable business payoff.