The following conversation is copied from the subReddit called “Sales Techniques”.
Here is the opening question:
I sell a pretty high ticket item at $7000 over zoom meetings. My average is to close 5-6 new clients per week. BUT, I miss on another 10 or so. Yes that is a great close ratio and my employer is incredibly happy with that. But I cannot seem to shake off the ones I miss.. anyone else? Oh, 2025 will be my 35th year in sales, you would think I was over this by now..
Here is how I (Paul Bunn, aka Illustrious_Bunnster) replied:
There is a way to reduce the number of appointments with the prospects who aren’t likely to buy in the first place.
By this point, you probably intuitively know at least half of the low probability prospects that don’t really qualify for an appointment yet.
Use the criteria for those that buy to (temporarily) disqualify the ones who don’t really fit, that you might hope will buy but don’t.
When you become more selective about whom you meet with, your number of sales will actually increase overall AND compared to the number of appointments you book.
It will initially feel like you’re going to “lose” sales, but you can’t lose sales that aren’t going to follow through anyway.
The time and energy you save from meeting with low probability prospects will lead to more “found” sales who are looking for a salesperson with higher standards.
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