The other day I got an email from someone who thought he was smarter than ole Shameless here.

He wrote..

Sure, anyone can close 90% of their deals if they cherry pick and only go  after the best leads. I think you’re an idiot Mr. Shameless.

That gave me a good laugh. Unfortunately the poor guy doesn’t get it.

You see he obviously subscribes to the brute-force school of selling. I am sure he believes if there is any interest at all then you must go after it and sell to it until the prospect either submits to his will or they go with the competition.

I used to think that way too.

I used to see myself as being a sales bull dog. I would sink my teeth in, clamp down on the prospect and hold on.

Sometimes it worked.

Other times a stronger (or wiser) predator would pull that prey right out of my mouth.

And what I learned the hard way was that once I had committed to a deal, preparing proposals, RFP responses, product presentations, and customer visits were hard work. Very time consuming and valuable work.

I decided that this was work that I should only do if I had a good chance of winning.

And that’s how you should look at your selling too.

Everything you do to generate leads and close deals is valuable, time consuming, hard work.

Don’t waste it.

Here’s the key insight: You’ll waste less effort and you close more deals by putting more of your time into prospecting.

This doesn’t mean you throw out every lead that isn’t perfect and ready to decide today.

What this does mean is that you prioritize your efforts, and you make prospects show you why they deserve your sales time and sales resources.

Some meat-head might call you a wuss for it, but you’ll be the one laughing when you sell more than him.

Sell with Pride,

Shameless Shamus

P.S. Closing 70-90% of your deals and getting the more out of your sales year really is possible for you. Go check out the Persuasive Selling Skills Audio Program and see how now.