Why do so many salespeople spend time on PWOTs (Potential Waste Of Time)? In some cases they haven't learned to recognize one. In other cases, they don't have anyone else to talk to and would rather spend time with a PWOT than do cold calls or other forms of prospecting.
Articles for Salespeople On...
Qualifying / Questioning
Stop Talking to PWOTs
Don't Talk Turkey With Turkeys
You know who I'm referring to — the prospect that isn't going to buy from you no matter what. It might be because he doesn't need or want whatever it is you're selling or perhaps you've rubbed him the wrong way and he simply doesn't want to buy from you. The only problem is, he won't tell you that.
Stop Watering Dead Plants
There is absolutely no doubt that persistence is a key element for sales success. But where does persistence stop and being a pest begin, and when is being persistent just plain dumb? Find the answer here.
Dealing with Information Seekers
What do you do when you hear the words, "My boss has asked me to get information and pricing on (whatever it is you sell)?" Your heart sinks, that's what happens. It sinks because you know that you're dealing with information seekers and that's an even greater challenge than dealing with the infamous gatekeepers.
Know Who You're Talking With
The person who answers the phone may not be a prospect or even a suspect. It might just be someone who may have absolutely no interest in what you're selling. Stop wasting everyone's time and find out who it is you're talking with and/or who you should be talking with.
