Successful people are very careful how they spend their time, and even more careful about WHOM they spend their time with.
The most successful salespeople I have ever met were all very cautious to PRE-QUALIFY people before they wasted any time with them, by asking them very specific questions. If you decide to only spend your time with great, qualified prospects, you will make better presentations, work less, and make a lot more money. Qualify them on their interest level and qualify them on the money (can they afford it?) before you spend any more time with them.
It’s senseless to fish in a lake without fish. It’s stupid to fish in a lake where the fish are not hungry. It’s crazy to use the wrong bait. And you can’t force the fish onto the hook.
Remember, you already have the information and the business. You’re in control. You don’t need everyone in the world – you only want only a few good ones out of the millions out there. Spend your time very selectively.
Some will, some won’t, so what? NEXT!
YAHOO! You Always Have Other Options.
How do you qualify someone? BEFORE doing the presentation or arranging the meeting, ask, “If I could show you a way to reach the goals/solve the problems you have told me about, and you were comfortable that the system would work for you, would you take immediate action?”
If they say, “NO”, respond:
“I’m curious – may I ask why?” Determine their level of hunger before you try to sell them food. “The investment required for you to participate in this system is $1,000. If you feel this is the right solution / vehicle for you, is that something you can afford?” If they tell you they definitely can’t afford the program, even if they agree that it’s the best thing since sliced bread, MOVE ON. Someone’s Waiting! NEXT!
Seek Out The Producers And the Winners (That’s Only 3% of the Population!)
Would you rather spend ten hours with ten losers who never do anything, don’t show up at meetings, forget (or refuse) to return calls, and are always late, or with one real go-getter who is reliable, responsive, proactive, hard-working, eager, and positive? You may LIKE someone, but that’s never a reason to do business with them. Remember that. Seek out the producers and the winners. That’s 3% of the population: 9.9 million people in North America (out of 330 million.)
Walk away from losers and to winners. When the eagle mask slips and you see a loser underneath, hit the road, Jack. Talk is cheap – look for action. Forgive them twice, then kick them to the curb where they belong and go looking for a champion. Working with winners is very rewarding and satisfying. It’s stimulating to work with creative, positive people who take the initiative and motive you. You look forward to their calls and enjoy your time with them, and you all make lots of money in the process.
Robin J. Elliott
April 27th, 2008 at 4:11 pm
I’m curious. You seem pretty direct and straightforward about working with ‘winners’. However, you say “Forgive them twice, then kick them to the curb”.
It seem’s wishy washy to aim to be harsh, except forgive someone even once, let alone twice.
Why give them so many chances?
April 28th, 2008 at 11:27 am
I recommend to ‘forgive them twice’ because nobody is perfect (as much as we’d all like to believe). People do screw up or miss things or show up late – and that doesn’t make them a loser.
What I want people to watch for is when those things happen consistently. And if someone shows up late to their meeting with me (or lunch or coffee or anything) for a third time I know they simply don’t respect me.
If you get the feeling to ‘forgive them never’ then do it. Follow your gut and listen to your little voice. Be strong – you deserve the best.