Hayes shared, "Customers, if asked, are rarely shy to voice their opinions. Only through critical listening can a salesperson address each issue raised by a prospective customer. Several years ago, during a product demo, with a dozen people watching and listening, a prospective customer from a well-respected company asked if the material handling solution being demonstrated would perform a myriad of functions. Of course, that sale would have been a big win. That said, the product could not deliver what she wanted. My council to her: look elsewhere. Humility and honesty matter. Confidence is needed, but only when backed with knowledge, information, and competitive awareness."
"If they are not likely to purchase or lack the budget, they are not a real prospect. The time, care, and follow-up with legitimate (likely) prospects is a far better utilization of time. If they announce the budget is not there this year - keep them as a C-graded lead for the following year. Otherwise, grow the sales pipeline," added Hayes.
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