Let’s face it: in the world of promotional marketing, sales is not always a straight line. Some days it feels more like a chess match—or a poker game—than a conversation between professionals. Prospects vanish. Clients hedge. Decision-makers delay. And somehow, it’s always “just a quick quote” until they’re radio silent. Sound familiar?
The reality is that most buyers aren’t intentionally manipulative—they’re often overwhelmed, uncertain, or unaware of the ripple effects of their actions. That said, understanding these common patterns can help you stop reacting defensively and start responding with intention and confidence.
Below are ten of the most common “games” clients and prospects play—along with tactful, empowering strategies to win back your time, energy, and authority.
1. The Vanishing Act
The Game: You’re asked for a quick quote… then crickets.
Why They Play It: Often, they’re simply benchmarking or stalling.
Your Power Play: Before quoting, ask qualifying questions like, “If the pricing aligns with your expectations, are you ready to move forward?” Include expiration dates or tiered pricing to encourage decision making.
2. The Price Ping-Pong
The Game: Pitting you against competitors in a pricing war.
Why They Play It: They believe all promos are equal and price is king.
Your Power Play: Elevate the conversation to value. Highlight creative services, logistics, turnaround, guarantees, and reliability. Ask, “Aside from price, what’s most important to you in choosing a partner?”
3. The “Just Browsing” Bluff
The Game: They request ideas but have no clear intention to buy.
Why They Play It: They're unsure or not ready to commit.
Your Power Play: Create a filter. Offer curated decks only after a discovery call. Position yourself as a strategist, not a product search engine. “To provide the most relevant ideas, can I ask a few quick questions?”
4. The Delayed Decision Dance
The Game: “We’re waiting on internal approval.”
Why They Play It: It buys them time or defers accountability.
Your Power Play: Respectfully create urgency. Reference production timelines, stock concerns, tariffs, or event deadlines. Set clear next steps and confirm mutual expectations.
5. The Free Spec Gambit
The Game: “Can you do a mockup?” followed by silence.
Why They Play It: They're collecting ideas for free—sometimes for another vendor.
Your Power Play: Provide free mockups after qualifying interest or a small commitment. Or establish a “concept-to-creation” fee that is applied to a confirmed order; one that could be rebated once an order is created.
6. The Committee Curtain
The Game: “I love it, but I need to run it by others.”
Why They Play It: A form of procrastination or risk aversion.
Your Power Play: Offer to support their internal pitch. Provide short decks, sell sheets, or even join their presentation. Empower them with tools and partnership.
7. The Budget Black Hole
The Game: “We don’t really have a budget right now.”
Why They Play It: They’re uncertain or want to remain in control.
Your Power Play: Offer a tiered approach. “Would you like to see ideas around $5, $10, and $15 per item?” This guides the conversation and reveals true constraints.
8. The Ghost Resurrector
The Game: Months of silence, then urgent last-minute needs.
Why They Play It: They've burned bridges with other companies or underestimated lead times.
Your Power Play: Be gracious but honest. “We’ll do our best, but great results come from great planning.” Set boundaries around rush fees and realistic expectations.
9. The Loyalty Lie
The Game: “We already have a vendor, but we’ll keep you in mind.”
Why They Play It: They’re brushing you off—or they’re loyal, but curious.
Your Power Play: Use curiosity to your advantage. “What do you love about your current provider? If there’s one thing you’d improve, what would it be?” Stay top-of-mind by sharing trend reports, case studies, seasonal ideas, or a creative marketing campaign specific to that response directly related to ‘staying top-of-mind’.
10. The “One and Done” Drain
The Game: A single small order that required major effort, then silence.
Why They Play It: They may not understand the value you provide.
Your Power Play: Treat small wins as auditions for deeper engagement. Debrief post-order, share a creative program idea, and ask for referrals. Every order is a steppingstone – it’s your responsibility to stay connected and engaged.
Reframing the Conversation
It’s easy to get jaded when these scenarios repeat. But instead of seeing these behaviors as roadblocks, consider them opportunities to educate, reposition, and set new standards.
Clients and prospects aren’t adversaries. Most are simply navigating their own stressors, deadlines, and internal politics. When we lead with clarity, confidence, and structure, we don’t just win the game, we change it entirely.
Final Thoughts
The best salespeople don’t play games—they set the rules by demonstrating leadership, professionalism, and value at every step. They pre-qualify before quoting. They ask better questions. They gracefully walk away when needed. And most importantly, they turn obstacles into opportunities by focusing on service, not just the sale.
As you navigate your own sales journey, ask yourself:
Which game will you stop playing today… and how will you start winning instead?
For nearly 40 years, Cliff Quicksell, CSP, MAS+, MASI, has been a pioneering figure in the promotional products industry through his company, Cliff Quicksell Associates. He is globally recognized for his exceptional skills in speaking, coaching, training, and consulting, helping businesses and associations market their products and services more effectively while motivating their teams. Cliff’s remarkable achievements include induction into the PPAI Hall of Fame in 2021 and earning the CSP (Certified Speaking Professional) designation in 2023, a prestigious accreditation held by only 7% of the world’s speakers and the only active member in the promotional products industry to hold this title.
A creative powerhouse, Cliff has been awarded the prestigious PPAI Pyramid Award over 40 times, the Printing Industry's PSDA Peak Award for creativity five times, and the CPPA Peak Award 13 times, including six consecutive years. He has also received PPAI's Ambassador Speaker of the Year Award for six consecutive years and was the inaugural recipient of PPAI's Distinguished Service Award. Recognized by PPAI in the book "PPAI at 100" and by Counselor Magazine as one of the Top 50 Most Influential People in the Promotional Products Industry, Cliff is celebrated for his significant influence in education and industry training.
Cliff’s blog, "30 Seconds to Greatness," won the 8LMedia Award for Most Passed Around Content. Connect with Cliff on LinkedIn or via email at cliff@QuicksellSpeaks.com to stay updated on his podcast and upcoming events. Visit www.QuicksellSpeaks.com for more information. Cliff is also preparing to launch a new company aimed at supporting small business owners and entrepreneurs.