One Reason Salespeople DON’T Disqualify Prospects
leadershipteam
Thu, 01/31/2019 – 10:30
You’re having a one-on-one coaching session with a member of your sales team, reviewing the sales pipeline. You quickly notice three prospects that are still hanging around, like a bad cold. Now, you and the salesperson have had more than one conversation about these opportunities. You’ve agreed on these points:
They don’t fit your ideal client profile.
The prospect’s pain was a nice-to-fix one, not a need-to-fix.
Oh, and on top of that, the prospect is a price shopper, the classic buyer that wants champagne on a beer budget.
So why is the salesperson hanging onto this unqualified prospect?
There are several reasons. One that often gets overlooked in coaching conversation is too much optimism!
Salespeople are optimistic by nature, which serves them very well in their profession. But too much optimism backfires when the salesperson’s optimism clouds the vision of what’s really going on. It creates