Congratulations! You’ve got a real live prospect on the line. Your first task is to start selling, right? WRONG! At the very beginning of the sales cycle, your most important task is to find out if you can eliminate the prospect completely from your to-do list.
Yes, you heard me correctly.
Many sales pros (particularly novices) are so thrilledsimply to be talking to a real live prospect that they don’t want to burst the happy bubble. So they pretend that the mere fact that a prospect has shown a little interest (by not hanging up) means that they’re a potential customer.
Nothing could be further from the truth. There are at least half-a-dozen reasons a prospect might show interest but never buy. For instance, the prospect may:
Look, the last thing that you want to do with your valuable time is to waste it on somebody who’s NOT going to buy.
So it’s a BIG WIN for you whenever you eliminate a prospect from your to-do list. And it’s an even BIGGER WIN if you can do this within the first five minutes of talking to the prospect. Here’s what you need to know:
If you can’t get a decent answer — or a process to get an answer — to any of these questions, then you’re WASTING YOUR TIME.
On the other hand, if you can get answers — or a process in place to get those answers, you’ve got a real opportunity.
But let’s be clear: if that prospect ain’t gonna buy, you wanna exit ASAP.