Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Joe Heller Full Profile >> Testimonials … Contact Us … FAQ … Site Map … Glossary …
Get To "NO" As Quickly As Possible
by Joe Heller

It is better to get one make-able deal than to pursue twenty unmake-able ones. - Robert Ringer

An entrepreneur must make a decision about what deals to pursue and which deals to throw away. As your sales prowess and marketing savvy grows, more opportunities will come to you. Choosing which deals to pursue and/or reject become a very important and sometimes difficult task. This decision making process must have a framework that you can use to evaluate each situation.

Having a pre-defined criteria helps to remove emotion from the process and help you standardize your prospect selection on only the best prospects for you.

Early in my selling career I would go out and call on anyone who would see me (i.e. unqualified prospects). I wasted my time, energy and resources in countless meetings with deals that would never close. I quickly decided that this was not for me. I began to recognize the need to fill my sales funnel with "high-probability" prospects.

I defined what my best client looked like and invested my time focusing only on clients who would give me the greatest return on my investment with them.

Even with the "high-probability" prospects, I learned to judge how to invest my time based on the statistical probability of a return for time invested.

The key was to select the prospects that would best understand the benefits that my product/service delivered.

Learning how to target "high-probability" prospects helped me to become the #1 salesperson in my company with time to play golf, travel, etc... I have also used this strategy to build a $30 million company (in only three years).

Today, I employ the same qualification mechanism with my consulting practice. I help my clients get to NO as quickly as possible by a process of disqualifying a potential client before they can waste valuable resources.

The goal is help my clients do "make-able" deals and walk away from "unmake-able" deals at the beginning of the process instead of at the end.

In summary, this lesson conveys one of the most important ideas about peak productivity selling --- get to "NO" as early and as fast as possible or have unqualified prospects suck the lifeblood right out of you.

© Copyright Joe Heller. All Rights Reserved.

END
 
 
 
Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Testimonials … Contact Us … FAQ … Site Map … Glossary …
© Copyright @ 2004 Keynote Resource Inc. All rights reserved. Permission is granted for linking to web pages within Keynote Resource
To book a speaker call toll-free : 1-800-420-4155       e-mail:
yvon@keynoteresource.com      Privacy Policy
Privacy Statement/Policy
Keynote Resource realizes that when you complete forms on our web site you are providing us with information that is of a private nature. We assure you that we will not share or sell this information to a third party for any purpose. We treat all information provided to us as strictly confidential.
About KeynoteResource.com:
Keynote Resource speakers bureau can help you find the ideal keynote speakers for your next event. We represent inspirational speakers, motivational speakers, corporate entertainment and more.

Keynote Resource speakers bureau will find the perfect keynote speaker for your upcoming event, whether you are looking for inspirational speakers with a message, motivational speakers to set the tone of your conference or a facilitator for your annual retreat.

Keynote Resource speakers bureau works closely with executives, meeting planners and training directors to create events that result in highly productive learning or are just plain fun. We can identify business speakers, inspirational speakers or motivational speakers that are well suited to your event, send you videos and press kits to help you with your speaker selection and we’ll work closely with the keynote speakers you hire to ensure they customize their presentations to meet the specific needs of your audience.

We have speakers in all areas including Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Hawaii, Illinois, Indiana, Iowa, Kansas, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, New York, North Carolina, Ohio, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, Washington and Wisconsin.

We can book speakers for you worldwide, in Canada, New Zealand, Australia, Singapore, Hong Kong, China, Ireland, England, France, Italy, Switzerland, Denmark, Sweden, Brazil and The Bahamas. Click Here to Search A Speaker

Disclaimer
Speaker fees are determined based on a number of factors and may change without notice. Fees may vary based on the speaker’s availability, supply and demand, program length and location of the event.

Each fee range listed on this website is intended to serve as a guideline only. In some cases, the actual price quote may be above or below the fee range stated. For the most current fee, please contact your representative directly.