Don't waste time on poor prospects.

All prospects are not created equal. Some are worth the continued investment of your time, resources and energy, whil e others will only "suck the marrow from your bones", and add to your frustration level. Why do some salespeople give these poor prospects more time than they deserve? Here are six reasons for you to consider.

The sales-rep:

1. Lacks an adequate number of qualified prospects, so spends too much time trying to turn lackluster ones into sales.

2. Mistakenly believes that every prospect is a good prospect and worthy of their time.
3. Doesn't know the difference between a prospect with potential, and a poor one.
4. Is under pressure to see more people, close more deals, and is measured on "ACTIVITY"?
5. Believes with time and persistence, the bad prospects will eventually 'come through'.
6. Believes that presentation skills or closing ability are the most important sales skills.

What is walk-away power? It is the willingness and insight to say "Stop IT!!", and move on to the next prospect. It is that point in the sales process, the qualification portion, where you discover that investing more time with this prospect is unlikely to "ring the bell" any time soon. Keep them in your database and have them receive the newsletters, “Business Tips” and updates.

I am not suggesting that you kick the Client to the curb. Prospect's circumstances can change. Today's painfully disorganized "C", can become tomorrow's "Anchor Client". I am, however, suggesting that you weigh the consequences of spending too much time NOW with a poor prospect. Every hour you spend with a poor prospect is an hour you are not spending with a good one.

Here is a simple technique to terminate a prospect. I have used it for years once I discovered that; the prospect was no longer worth my NOW time.

Don't invest time in anemic prospect relationships; the lack of dividends will hinder your future profits!!