WILL I PICK YOU?… The real professional Salespeople decide which prospects they are prepared to work with… not the other way around. The benefit is obvious… your job is easier, your results are greater, & your daily satisfaction is much higher. The best way to decide is to have your own Boundaries… your Boundaries are the business and personal standards you use to help you decide which clients you will take on. Once you have established those Boundaries then it is very easy to draw the line between the desirable and the undesirable.
Here is your ACTION STEP…what are your minimum standards? Let's look at some very important Boundaries to ensure top efficiency:
1. Motivation – how soon do they want to do business? 30 days is the target.
2. Realistic expectations – can you provide what they're looking for (including price and commission)?
3. Likability– do you want to work with them? Do they respect you? If they do not, get rid of them fast! You are the Professional here.
4. Loyalty – are they committed to working with you?
Once you have established that the answer is YES to these four items you can move forward. If in a particular situation you have to compromise, make sure you are doing so voluntarily and not out of desperation. You can always replace a bad prospect by doing what all great Salespeople do consistently …keep loading up your "conveyor belt" with new leads. That way you will never have to compromise your Boundaries for the wrong reasons. NO Excuses.