Get rid of your time wasting prospects and get them to say no!
Amongst all of the doom and gloom that is going on at the moment it is time to change your focus and attitude so that you spend your time only on those prospects that are serious about buying from you.
Your change in focus and attitude is to get your prospects to say no. Getting to a no quickly will save you time and there is a simple question to ask them to find out how serious they are about buying from you
When you try to go for a yes instead of a no from your prospects there is a massive difference in your mental attitude.
When you go looking for a yes you are trying to
- book a meeting
- get feedback on your product or service
- get commitment on the next action
- get an order to close the deal
You are asking for something, hoping for things at times, hoping that you get something in return.
Now if you try to go for a no you are
- Crossing off those prospects from your potential business list which means you won’t waste more time with them
- Only doing a quotation for those people that have a great chance of buying from you
You become more confident and focussed as you are only dealing with those prospects that are serious about placing business and want to do business with you
So today and for the rest of the week examine your potential business list and see how many you can cross off your list. You will get some no's however you will get some orders. Wouldn't you rather get rid of those prospects that are wasting your time and concentrate on your real prospects who will become customers.
Ask each of your prospects “What is stopping you doing business with me today?”
If they say nothing is stopping them then just say let’s crack on then, let’s get started, let’s get the order underway.
If they give you a reason why they won't do business with you listen to it and handle the objection. (Handling Objections will be covered again soon)
What is stopping you from asking the question this week?
