How much time over your career have you given to prospect who wouldn’t even make it to judges house?
1 hour
1 Day
1 Week
Even 1 month?
I know I can honestly say probably over a month because I never use to qualify enough. The second anyone use to show some interest I would act like an excited puppy, who doesn’t! But shouldn’t we all just take a step back and really asses how good an opportunity it is?!?
Everyone should be given value, absolutely, but how much value are we giving to prospects when this value could be transferred to existing customers or good genuine opportunities?
Something I have had to learn and train our sales team to do more of is qualify. How often do you look at pipelines and know that 10%-25% are never going to purchase because they aren’t either ready for the product or isn’t even applicable to their business?
It may only take 2/3 questions to qualify a prospect:
- How many sales staff do you have?
- Does the company export overseas?
- Are your products sold online?
These questions can only be applicable to your own business and make sure they hit the nail on the head, if not those unlikely prospects will find their way back onto your companies pipelines.
Before anyone walks into your companies nightclub make sure they are dressed appropriately and are especially wearing shoes, NOT FLIP FLOPS!
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