A lot of salespeople can qualify a prospect, but the best salespeople learn how to disqualify prospects. Selling is a process of disqualification. Selling is a process of finding qualified and coachable people who fit into your practice and quickly weeding out the people that don’t.
If all you do is focus on qualifying every prospect you meet, you will find it easy to overlook a few red flags and come up with a reason to give them your time. The result of this approach is an overloaded pipeline full of people who aren’t good potential clients. That means a bunch of wasted time and a bunch of wasted energy. And that equals frustration!
So I believe that in order to create the proper professional dynamic within a selling situation, it’s important that as the salesperson we have the perspective of “Why would I do business with you?” instead of what I believe to be the default perspective of “Gee, I sure hope they do business with me”. When we come from the latter perspective, where we hope they do business with us, we end up trying too hard. We talk too much, we listen too little – we may even become pushy and aggressive. Not only are we less successful, but we become that salesperson that none of us wants to be.
Conversely, if we come from a place of confidence; if we come from a place where we are asking ourselves “Why would I do business with you” – what that does is that puts us in a position where we ask more questions and we listen more – because we want to find out, does this person have a need that can be developed and are they someone that fits well into my practice?
So remember, the best of the best look at sales as a process of disqualification. Not qualification. When you have the courage to disqualify prospects, you’ll save a ton of time which can be spent on finding more qualified people to do business with!
And I know that some of you may be thinking – I agree with this but I don’t think my pipeline is full enough for me to be disqualifying anyone. Let me show you why that thought is misinformed and also let me show you how to have your pipeline bursting at the seams with qualified prospects!
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