Reasons To Dump The Prospect

1. Realize that Not Everyone Will Buy – You will lose jobs, projects will be delayed, projects will be cancelled. No matter how good you are, you will not sell every job. Accept it, plan for it, and move on!

2. Understand that Time is Your Most Precious Asset – You can’t make more time. Once it is gone, it’s gone! Ask the “hard questions” and qualify your deals from the very beginning. If you’re going to lose a deal, lose it in 3 days instead of 3 months!

3. Identify and Avoid People Who Waste Your Time – The biggest time wasters are often the nice people who avoid telling you “no” in order to avoid hurting your feelings.

4. Follow Your Gut – Looking back at all of the deals I’ve lost, there are only a select few that came as a complete surprise. Normally you know if something isn’t right. If you have a “feeling” that the deal isn’t going your way, get confirmation one way or another. Don’t draw anything out longer than necessary.

It’s hard to hear “no.” It’s human nature to avoid it. That being said, understand that rejection is a part of life and especially part of selling!