By Freddy Freundlich:
One of the most important part of sales is taking the time to qualify your prospect. Many salespeople convince themselves that they are really working by just going through the numbers, but that’s not how it works in real life. Being busy doesn’t make you money, being busy with the right prospect does.
Sales are easy if you have the right prospect. If you don’t invest your time in qualifying your prospects, you will end up banging your head against the wall. You’ll get frustrated quickly and burn out. You will then insist you are a terrible salesperson, but the truth is that you never gave yourself a chance.
With over 7.7 billion people in this world, why waste time on low potential prospects? Always focus on the prospect who has the most potential to buy whatever it is you are selling.
Now, what about the proverbial salesperson who is so good, that he can sell ice to an Eskimo. The truth is no good salesperson would waste their valuable time trying to sell ice to an Eskimo. With 7.7 billion prospects, wouldn’t it make more sense to sell ice to a person who lives in the Sahara Desert?
Obviously all 7.7 billion people are not prospects for you, but none the less, you’ve still got a whopping number of prospects. Remember the cardinal rule, always make sure that the prospect has a need for your product or service!
We all sell different products and services, to different people and companies, but regardless, the question should always be, “where will I invest my time?” The answer is simple… “Where am I going to get the biggest bang for my buck!”