A Cold Day in Heck

21 Jan

coldThey don’t want what you are selling, they don’t need it or could never “perceive” that they will need it. You call two other people within the organization and realize you probably don’t fit what they need. What do you do? Argh… You call them back in 3 months because you have them on your list and you waste another 12 calls every year of your life on them (and 100 others like them).

Do yourself a favor: give up on a few more. It’s a rare salesperson who can put away bad prospects and focus on other opportunities. A great salesperson can efficiently snuff out the good prospects from the bad, based on a prospect’s budget, level of interest, overall fit and their timing. Be persistent, but when you get to “HECK NO, we don’t need your stuff…”, give it a rest.

QUALIFY BETTER and LISTEN – build up that sales pipeline with another, better prospect that will potentially buy from you in 2014. Are you armed with the best questions for qualification? Are you encouraging them to say YES or NO? The more NO’s you receive, the better your sales pipeline or funnel. The faster you get to NO, the more efficient you can be with your time going forward.

It’s -19 degrees Fahrenheit in Minneapolis this morning and we are suffering and smiling through the day. Here’s to the new, hot prospects that are a phone call away today!

Make it a great day~ Drew Schmitz




One Response to “A Cold Day in Heck”

  1. salesman luggage bags with wheels April 22, 2013 at 9:33 am #

    Wow that was odd. I just wrote an incredibly long comment but after I clicked
    submit my comment didn’t show up. Grrrr… well I’m not writing all
    that over again. Regardless, just wanted to say great blog!

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