From the course: Consulting Foundations: Building Your Sales System

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Qualifying prospects

Qualifying prospects

From the course: Consulting Foundations: Building Your Sales System

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Qualifying prospects

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- Here's a news flash. Not everyone wants to do business with you. Here's another news flash. You don't wanna do business with everyone. We have all had the experience of dealing with customers and prospects we just can't please. Either we call on them forever and we just can't get them to buy, or they do make a purchase, but they're never satisfied, never happy, no matter how hard we try, or how much we do. Selling to the wrong prospects wastes your time, is frustrating, and creates a lot of stress and frustration for you and for your clients. If you wanna grow your consulting practice, it is important to sell. If you wanna enjoy growing your consulting practice, it is important to sell to the right prospects. You need to learn to qualify your prospects. Qualifying your prospects ensures you are selling from a place of power and control rather than desperation and need. You are clear about who you are calling on and clear about the fact that you are engaging with prospects you can…

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