Pamela Slim wrote a while back on “Yeses are great, nos are great, but maybes will kill you.” Many new business people are relatively inexperienced in sales, and haven’t got the knack of qualifying prospects. So Slim’s advice is worth heeding. You don’t want to waste time on maybes. She says,
Often, these maybes are the ones that take up the most of your time and effort in the sales process as you send follow up emails, calls, visits and anything else that will try to PUSH them into doing business with you. I don’t know about you, but I would rather walk across hot coals barefoot, without Tony Robbins coaching me how to not burn my feet, than try to hard-sell someone into closing a deal.
The way to clean the maybes out of your sales funnel is to make sure that it makes sense to move forward with each step of the sales process, and when the time is right to make sure your lead is qualified. When you get to the Qualify step, you want to be sure of things like:
** Your prospect has the money to pay for your product or service
** They have a real, burning personal or business need to make a change
** Your product or service is the right fit for their problem
** If selling to a company, they have the authority to make a decision or can influence the person who does.