Only real prospects are worth time “polishing”. What do I mean by polishing? Polishing refers to taking all of the proper steps to move a prospect to a sale. Imagine polishing your sneakers and the total mess you would make. No matter how carefully you apply the polish, it won’t ever look good! You’ll end up throwing out the sneakers! There are countless sales professionals and sales managers who waste time and resources every quarter on “prospects” who will never be prospects at all. The prospects never communicated a compelling reason to buy. The sales team were lulled to sleep by those deceptive “buying signs”, which I don’t believe in. They continuously made excuses for the prospects lack of action. They’ve polished sneakers all quarter. In the end, the prospects, like the messy sneakers, get thrown out and nobody is happy. Make sure you have a prospect worth polishing – a prospect who has a compelling reason to buy your products or services.
You can’t polish a sneaker
March 8, 2016 by
