Earn Respect
Save Time
Make a Sale…. just not now.
Not all prospects are created equal. Those that are not financially qualified should not be taken through the entire sales call. If you can eliminate an unqualified prospect in the first 10 minutes of a 40 minute sales call, that’s a 30 minute savings for both of you.
So, I what to know as soon as possible when a prospect is financially unqualified. When I determine that they are I will tell them them like this:
I have it happen often that 4 months or a year after I turn down an unqualified prospect that he contacts me because he likes the way I treated him. He’ll say, “I wasn’t in a good position when we talked but I respect you for how you treated me. I’m able to purchase and I want to do business with you now!”
ABOUT AUTHOR
I partner with founders and offer‑owners, taking ownership of the sales funnel, delivering consistently results and higher close rates so they can focus on growth. I write on my three decades of mastering high ticket closings here .
