In some of the sales training workshops I conduct, people express their concern about prospects who don't seem interested in the product or service that is presented to them. These individuals get frustrated because their prospect fails to make a positive buying decision.
Not everyone wants or needs your product or service even though you may think otherwise. Many companies could benefit from what you offer but some of them will never understand this. That's okay. It simply means you need to redirect your effort. Stop trying to sell to everyone. Instead, focus your energy on people and companies who recognize the value of what you offer.
The best place to start is with companies that are similar in nature to your best customers. During last month's "Cold Calling Made Easy teleseminar, Patrick Kilhoffer suggested that you contact your best customers and ask them why they like your product, service or company. After several calls, you will know exactly why people buy from you. You can then use that information to more closely target companies who have the same need.
Focusing your efforts on high quality prospects will help you generate much better results.
Have a productive and profitable week!
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