By Keith Rosen, MCC
The Executive Sales Coach TM
To permanently eliminate any confusion, let’s draw a distinction between what it means to pre-qualify and prejudge a prospect. If you read my cold calling book, you know that I’m a strong advocate of pre-qualifying anyone before you invest your time in meeting or speaking with them. Conversely, prejudging shows up in the filter or barrier that you have in your listening.
Here’s another way to distinguish between the two. When you pre-qualify someone, you determine whether or not there’s a fit worth pursuing based on a defined set of criteria and the use of well-crafted questions.
Prejudging, put simply, is all about you. In this case, you are relying on your faulty and costly assumptions, thoughts, and beliefs to determine a prospect’s needs and whether he or she will potentially buy from you.
To prejudge someone is to make assumptions about them before you have asked any questions or uncover any facts.
To pre-qualify someone, you ask questions to uncover their unique and specific needs in order to quickly establish if there is a fit worth pursuing.
About Keith Rosen, MCC — The Executive Sales Coach
Keith Rosen is the executive sales coach that top corporations, executives, and sales professionals call first. As an engaging speaker, Master Coach, and well-known author of many books and articles, Keith is one of the foremost authorities on coaching people to achieve positive change in their attitude, behavior, and results. For his work as a pioneer and leader in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches in the country.
If you’re ready for better results quickly, contact Keith about personal or team coaching and training at 1-888-262-2450 or e-mail firstname.lastname@example.org. Visit Keith Rosen online at Profit Builders and be sure to sign up for his free newsletter The Winners Path.