A couple of days ago when I wrote about sales rejection, I wrote…

Dump fast and first and you will increase your sales.

This is true.

A few people wrote in to share with me that they have closed sales 2 or 3 years after first contact with someone who may not have initially qualified.

This is good.

I have closed many deals myself months or years after the first time I had contact with them.

But don’t get confused here.

When you first have contact with a prospect, they may not be ready to do business. You SHOULD be looking for and working those kinds of prospects.

Prospect for pain in the accounts that match your profile. Get in early, start looking for and stirring up the pain, and be the guy who creates the deal.

This kind of selling takes time.

But it results in the best deals, gives you the highest closing rate, and makes you the most bux over time.

The good thing is that you can do a lot of it by phone. You don’t have to commit a lot of sales energy before they are ready to seriously consider buying something.

You can tickle an account for weeks months or years until they are ready to seriously consider buying.

Dumping is a decision that is typically made when you are at the point where the prospect wants a lot of your time.

This is the meaning of sales qualifying. A prospect either “qualifies” as a candidate to be sold to, or they don’t.

Once you know they don’t, dump em.

Be nice about it, but dump em.

Dumping is the action you take once you know that they won’t be a good prospect for you.

When you know that they really want, really need a capability that you don’t have and your competitor does, then dump em.

Trying to pretend that such an issue is not important, or that they’ll become enamored with the coolest feature of what you sell is just hope and delusion.

If they need something, and you can’t do it, dump em before they dump you.

Move on, and spend your time looking for new and better prospects who does want what you are selling.

Sell with Pride,

Shameless Shamus Brown

P.S. Find the pain first and you can get people to buy from you before they go out and buy from someone else.