Clean Out The Crap

Kenny Rogers sang, "You gotta know when to hold 'em, know when to fold 'em"...

I recently started the process that Scott R. Sheaffer talks about on his blog:

How To Mercilessly DISqualify Prospects

Posted: 27 Jan 2010 07:02 PM PST

Have you ever thought about the following concept – disqualifying prospects? I believe we spend too much time trying to qualify prospects.

The Problem With Qualifying Prospects
We hate prospecting. As a result, we try to “force fit” leads into qualified prospects. But reality tells us that most of the leads we contact are not even close to qualified prospects.

We find ourselves in prospecting situations where:

• We aren’t connected to a decision maker.
• We don’t have a good product fit.
• The timeframe is all wrong.
• The budget isn’t there.
• The competitor is almost at the finish line, and we’re just starting.
• Contract and legal issues will be formidable, if not impossible, to contend with.

It makes prospecting so much easier – but not in the long term – if we pretend the pieces always fit.

Click here to continue.

Sphere: Related Content