A majority of sales people are so happy to get in front of a prospect that they sometimes allow them to control the sales process.
How do you get out in front of this and make sure that you are running the sales conversation? Stop wasting your time with people that don’t meet your criteria. Failure to do so causes you to not only waste a lot of time, it keeps you from getting to real prospects that need your help.
A majority of salespeople are so happy to get in front of a prospect that they sometimes allow them to control the sales process. Whatever question the prospect asks, we answer it. Whenever the prospect asks for information, we give it to them. When they want a proposal or quote, we go back to the office and begin to work on it.
Who’s in charge here?
We didn’t really focus on how qualified they were, just whether or not we could get in front of them and how quickly we can present a solution.
Maybe we should find out if they are really a prospect.
Here are 4 things (at a minimum) you need to know in order to have a qualified prospect.
If you answered yes to all of those, then you have a prospect.
Stop wasting your time with people that don’t meet your criteria. Failure to do so causes you to not only waste a lot of time, it keeps you from getting to real prospects that need your help. Remember, no prospect, no problem.
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