Bad Fit Prospects Can Ruin Your Sales Communication
IMPACT+ HQ
Digital Sales and Marketing Coach at IMPACT | “All you need is the plan, the road map, and the courage to press on to your destination.”
Oftentimes when working with sales teams on our Assignment Selling principles there’s always at least one person in the room that says…
“What if the prospect says ‘I don’t have the time to consume content’ or ‘Why can’t YOU just teach me that thing right now.'”
Here’s the thing - that will happen. It’s inevitable. And we should be prepared to deal with it.
But here’s the problem…
9 times out of 10 that’s also the sales rep who won’t consider new ways of doing things because, in their mind, they picture assigning content to a “bad fit.”
Here’s what is more productive...
Picture the prospect that is:
- eager to learn
- recognizes they are capable of making mistakes
- communicates with respect
- is open to trusting someone who is deserving of trust
Then, shape your sales communication to appeal to them.
Don’t let “bad fits” leather you up to the point where they ruin your communication with the good ones.
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