KILL OR CURE?

I have to be inspired to write.  It does not just happen.  I need a catalyst and today's came from an article that my friend and co-worker, Ray Smith, S/VP Design Solutions, shared with me this morning. 
http://www.stevenfurtick.com/personal-development/never-go-to-war-where-there-are-no-spoils/    
     My Dad, "Pete" Dobson 1908-1996, who was the best salesman I have ever known, told me something many years ago regarding selling. Kill It or Cure It but whichever do it quickly.
     How much time are you spending on things that do nothing to make your life better thereby allowing you to serve more effectively? 
     My first real selling job where I was totally dependent upon my income for survival was selling new homes from a development with model homes in Arizona (no it was not "ocean front property"-LOL) on straight commission.  As you can imagine there were tons of "lookers' among the potential "real" buyers.  Closing a sale with home buyers (the biggest investment most folks make in their life time) the FIRST time through was a challenge. I was able to master and become very good at it by engaging the people very quickly and by asking carefully crafted questions to find out if they could afford what they were looking at so I did not waste time helping those who could not be helped.
     Are you qualifying your leads?  Are you asking questions to determine if they are truly able or willing to be helped.  If not you are wasting a lot of valuable time which could be more effectively used to help ones who really desire to be helped and are able to make that decision to allow you to do so.
     Email me for some qualifying questions to ask your prospects.



Legitimately yours,

dan
My Dad, "Pete" Dobson 1908-1996, who was the best salesman I have ever known, told me something many years ago regarding selling.