Speed Up Your Prospecting to Create More Value and Save Time

The race is on. We’re only weeks away from the end of the year, and this means more than ever time is of the utmost importance.  Your customers don’t want to waste time they don’t have, and you don’t want to waste time on people who aren’t going to buy.
Qualify fast all the time. Qualify even faster this time of year. This means you must be ruthless in removing from your schedule prospects who are merely suspects. Don’t hold back on a question you want to ask, and that includes two questions I like to ask once you’ve established the customer has a need with which you can help them:
What is the outcome you’re looking to achieve?
How important is time to you in making a decision?
With both questions, you’re looking for the customer to give you an indication they have urgency in their need to make a decision. These two