Ever have a prospect that needed more (time, materials, meetings, phone calls, etc)? Those prospects seem to suck (the life out of you) and you can’t afford to give your limited sales time to those types of prospects.
Successful sales people have a clear picture of their ideal customer and know what they look like, the types of questions they ask, their major pain points and their buying signals. They use this insight to decide who to spend their time with.
On the other hand, a poor sales person tries to turn any prospect (even the time sucking prospects) into customers. Don’t let yourself fall into this trap.
- Am I always educating with no clear understanding of critical decision points?
- Am I getting the run-around?
- Who’s in control and for what purpose?
- Am I trying to hard to get the sale or failing to ask for the business?
- Am I forcing things to happen in an unnatural way?
- Does the prospect return my calls or emails?
- Does this customer fit my typical buyer?
There are three reasons why you would put your valuable time and energy into a prospect that sucks:
- You are unfocused or undisciplined
- You have nothing else to do
- You are struggling to be successful and clutching at anything and everything
In the end, you know what the ideal customer looks like. Put your time and energy into those ideal customers and put limited resources toward prospects that suck.
(Image by Tim Parkinson)
About Justin McCullough
Justin McCullough is mentor, marketer and leader with more than 10 years of selling experience from startups to large corporations. Justin’s experience ranges from advertising agencies to newspapers and web development firms to book publishers. You can find out more about Justin at www.justinmccullough.com or www.leader4hire.net .