Top Secrets Of Promotional Products Sales

David: Even if we accept the idea that we're going to interact with people who are not ideal clients, I think one of the other things that causes salespeople trouble is when they're afraid to disqualify a prospect. To say, okay, I'm no longer going to follow up with this person. I've always viewed it a little like the game musical chairs that you played as a kid? You got a certain number of people going around, a certain number of chairs, and when the music stops, everybody scrambles to get a chair. And if you don't have a chair, you're out, right? And I view prospecting that way in some respects. Where you have to, at some point, start to prune the list. You have to start to get rid of the people who are not likely to become clients. And if you're afraid to do that, then you will continue to leave the same number of chairs and the same number of people. Jay: Yes. David: And if none of them are buying, it's not going to work well. David: Hi, and welcome to the podcast. In today's episode, co host Jay M