“You never know” can be the three most dangerous words a sales person can say. We’ve been lead to believe that we need to knock on one more door with our endless inventory of time because … “you never know”.
If a prospect is not an ideal fit to be a customer, don’t waste your time. I’m not suggesting that you don’t reach out if you’re in the area or happen to be at the same networking event, but don’t go out of your way or continue to make dozens of calls unless you know they’re worth it. Yes, “you never know” can be valuable advice if the level of effort is minimal, but if you’re going to invest hours, then you should know.
This type of approach will take some planning and research that will take you a few hours, but it will save you days of time throughout the year.
