Here’s something I learned during my days of selling PBX’s (Private Branch Exchange’s), or phone systems at Lucent Technologies…that every prospect does not have equal value.
Back then in the 90’s Lucent systems were among the most expensive phone systems you could have in your business. If I walked into a prospects building and noticed, lets say a copy machine from Xerox then I knew I had a great chance for a sale. Why? Because they had already demonstrated a propensity for buying high priced items from an industry leader. Therefore the prospect was worth more to me than lets say a prospect with a Lanier copier.
Every industry has prospects that are worth more, deserve more attention, buy more, and spend more. The trick is learn to recognize them and spend more time nourishing those relationships.
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