Tire-Kicker

A tire-kicker refers to a potential customer who shows interest in a product or service but has no real intention or capability to make a purchase. This term is derived from the typical scenario at car dealerships where an individual inspects vehicles by kicking the tires, appearing engaged but ultimately leaving without buying anything. They can extend the sales cycle by asking numerous questions and presenting objections, which can waste valuable time and resources that could be better allocated to serious prospects.

It's essential to identify tire-kickers early in the sales process to maintain an efficient pipeline. They often exhibit specific characteristics that set them apart from committed buyers, indicating their lack of true intent to purchase.

Tire-kickers can considerably deplete your sales team's resources and adversely impact overall business performance. Their involvement in the sales pipeline can lead to inefficiencies and skew important metrics, resulting in misguided strategic choices.

Although both tire-kickers and non-committal prospects are similar, they differ in their levels of engagement and the effects they have on the sales process.

The best approach is to rigorously qualify leads from the outset. Establish clear expectations for the sales process and outline the necessary next steps for the prospect. If they do not advance, it is important to redirect your focus elsewhere.