A tire kicker is a lead or prospect who shows interest in a product or service but has no real intent to buy. They may ask questions, request demos, or consume content, yet rarely move forward in the sales process.

Common traits of tire kickers:

• Overly curious but non-committal
• Requests lots of information without urgency
• Avoids talking about budget, decision-making, or next steps
• Engages in meetings but stalls progress

While most tire kickers don’t convert, some can be moved forward by setting clear next steps, asking direct qualification questions, or uncovering a time-sensitive need.