Real Secrets of the Top 20%

You know I received a lot of email last week from people who wanted to know more about this concept of Disqualifying rather than qualifying leads. When I was in the financial industry, I'll always remember that the top closer in the office used to hold his lead cards over the trash while he was qualifying people.  And as he got answers he didn't like, he'd lower the lead closer and closer into the mouth of trash can.  After three vague or suspect answers from the prospect, he'd let the lead fall away and he'd move on.  Isn't that a great image?  The bottom line is that 80% of your competition is trying to create a qualified lead from prospects who will never buy, while Top 20% producers are more interested in finding the real buyers -- not in generating useless leads. And the way they do that this is by disqualifying prospects rather than qualifying them. It's the attitude shift here is that's so important.  80% of sales reps are desperate to "fill their pipelines," as we talk