I read about a Swiss optician with a great sense of humor. He told of a letter he had received back in the days of the wild west, mining towns, saloons and horses with saddles, instead of pedigrees and opulent barns.
The letter came from a saloon keeper with a problem. His letter was along these lines :
” Dear Sir,
I have heard that you sell distinguishing specs. I need some that will help my bartenders distinguish my money from theirs, as they are having trouble with that now. Send three pair. Enclosed is $10. “
I have had trouble early in my sales career in the distinguishing of prospects from suspects. And I have often wished, when entering a new market, that I had a pair of magic distinguishing specs to help me seperate prospects from suspects.
Think of how productive you would be if you never had to waste time on suspects, but were able to concentrate on prospects. Talking with only those who can afford your product, who need your product and who could buy your product would be far superior to wasting time on those who can’t buy, won’t buy, can’t afford and don’t need what you sell.
There are no magic distinguishing specs, but you can improve your prospect judgement. Take time to set up a system of checks and balances to eliminate the time wasters that don’t need your product, but still lead you on in the process of selling and buying.
After every wasted sales call, write down what it was that drew that person to accepting your offer of a sales call or what it was that attracted them needlessly to your product. Eliminate that from your advertising and marketing and you’ll eliminate those types of calls.
I personally never allow a salesperson to call on me if they have no shot of selling me their product or service. I respect their time and mine more that that.
Show-N-tell time…..What can you add to the process of distinguishing prospects from suspects ?
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