“I did my early sales training selling insurance and working for Rank Xerox in Australia. That’s where I learned something most Americans don’t seem to understand: The difference between a Suspect and a Prospect..
“Just about everyone you meet is a suspect. They are all potential clients. When does a suspect become a prospect? When he/she realizes that they have a problem and want to do something about it!
“So why spend any time with a Suspect? Only to qualify them to see if they are a Prospect – i.e. that they DO have a problem and THEY WANT TO DO SOMETHING ABOUT IT. So spend a little time qualifying them first, and see which camp they are in – and ONLY when they admit that they DO have a problem AND are willing to do something about it do they become a Prospect, and worthy of your time, energy & money. Remember what they said to you, so you can quote it back to them (if needed) at some future stage to bring them back on track.
“If you discover they’re not a Prospect (in their own eyes), why waste your time with them? This practice of qualification has saved me many hours.”
