From the course: Inside Sales
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Chasing the maybe
- You may be shaking your head now that you've realized you've been trapped in the No-Po Zone. So let's dive in, to better understand why salespeople stick to them like Velcro. Nothing is more frustrating, embarrassing, and shameful than to have to admit to your manager or to yourself that your deal isn't progressing, and it's your fault, because you've been chasing the wrong prospect. You were convinced it was so right, but now it's just as obvious that you wasted weeks or months on nothing. Being betrayed by a prospect with no power to close the deal ultimately is on you. You went with hope, and missed all the signs that this deal was never going to happen. These powerless prospects, or No-Pos, are masters at generating false hope. And chasing the "maybe" will kill your deals and confidence. The problem with many salespeople is they stick to their No-Po like Velcro. They listen to their empty promises with happy ears,…
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