“The Specialist” Sales and Management Training Blog

Hi everybody,

I had a great day and once again saw something that inspired this post. Time after time when I get to watch other salespersons work I keep seeing something that bothers me. I constantly see salespersons chase after a prospect when there is no prospect! I once heard someone say that he wondered whether a prospect was a prospect or a suspect…Well put!

There comes a time in your presentation when you have to know when to “fold them”! Every prospect IS NOT a sale! I see salespersons go back 5, 10, 15 times to someone that is just NOT a sale. You have to learn to accept this. I have visited the same client 17 times before, but “The Specialist” KNEW it WAS a sale!!! You must learn to work smarter not harder. The time that is lost chasing these non sales is catastrophic in relation to your work schedule. I could visit 10 new clients while you are still wasting your time chasing the non sale! It is admirable that you want to be persistent, but not to a fault. Not to the point that you are wasting your gas and time. I guess what I am saying is that you MUST learn when to “fold them”!

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“The Specialist”