Boxers can lose a fight before they even get in the ring. So can salespeople. A sale can be lost before you even step into the selling ring. It all starts with your perception of your prospects.
Are You Destroying Your Own Sales?
Knowing the difference between Qualifying and Judging prospects is critical. And if you’re pre-judging prospects before having a conversation with them, you’ve already lost that sale before you even spoke to them. Here’s a distinction each salesperson needs to be acutely mindful whether you’re JUDGING your prospects or QUALIFYING them to ensure you’re not selling yourself out of a sale.
When You JUGE Prospects:
1. Your decision will always be based on costly assumptions and prior experiences, without asking the questions that uncover the facts, their needs and objectives, and if they’re truly a fit. This will immediately create the self-imposed objections and barriers to more sales.
You are relying on your
