It took me years to believe this. At first, it seemed almost rude to utter it…
But let me ask you: out of ten prospects you pitch to, how many end up actually buying?
My guess? Two.
Yep, two out of ten prospects you speak with turn into buyers.
And this means that you spend hours each day pitching to people who are never going to buy!
That’s why most people get burned out in sales. That’s why most salespeople find sales discouraging. That’s why many sales teams don’t make their quotas.
The answer, of course, is simple: Only pitch and spend with those prospects who are actually going to turn into sales—yep, those two people…
I know you still have to prospect and spend time with the other eight, but how about reducing that time? How about disqualifying them early and revealing that they are never going to buy from you?
How do you do that? You do it by qualifying and asking the tough questions and being honest about what they are telling you and being willing to walk away.
Never skip the important qualifying questions at the beginning of your pitch like:
“What is your timeline for making this decision?”
“What kind of budget do you have set aside for this?”
“Besides yourself, who else is involved in making this decision?”
“And from what we’ve just gone over, do you think they would like this?”
There are many other qualifying questions, of course, and I’ve written about them in detail and given you word for word scripts and questions to make it easy on you, but the above questions will always reveal who the two out of ten buyers are.
And it will also reveal who the other eight are.
Now that you’ve got the questions to help you decide who to spend time with, will you use them?
Remember, “Some will, some won’t. Who’s next?”