Yesterday we shared with you J.J. Tompkins’ great revenue builder.
Today we’ll share with you a way to save you time and money.
It’s a simple strategy. Separate your prospects from your suspects.
When I first started selling, I thought everybody was a prospect.
That's wrong. They’re not — and they never will be.
I learned to separate my prospects from my suspects — quickly.
I learned to drop suspects who said they were just "interested".
I wanted to talk with people who were "ready to buy".
They recognized they needed or wanted what I had to offer.
I only made appointments with people who wanted to advertise.
Jacques Werth in "High Probability Selling" says:
Talk only with those who want what you’re selling.
This is easy to do. It’s harder to accept as a sales strategy.
Stop wasting precious time calling on people who won’t buy.
That’s my strategy for saving you labor this Labor Day weekend.
I hope you have a great holiday with your family and friends.
I'm going to our downtown festival on Main Street.
Cut the grass and take in the Labor Day parade, too.
Next week we’ll talk about achieving your financial goals.
For a head start on improving your income click here.
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