I think one of the most valuable things is learning when it’s not a good fit. You know we talked about kind of over qualifying and the last thing you want to do is work with people that you know either are unpleasant or you don’t really want to work with or aren’t going to be true partners for a long term future. So you know telling people no and saying I don’t think we’re going to be a good fit to work together. And these are the reasons why. It’s nothing about you. It’s just these are the reasons why I don’t think we should work together and really challenging that you know some people would say what were you doing you had that fish on the hook why would you throw it back in. That’s the problem it’s just because you’ve got that fish on the hook doesn’t mean it’s going to be a good tasting fish. And again heavy qualification knowing your buyers making sure that you’re not wasting too much time. You’re using your time properly for the right buyers is going to yield way more in the long run than you know a bunch of small fish that didn’t end up turning out being very well. So really challenging not being afraid to say no and not being afraid to be told no goes right along with that as well.
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More clips from Episode 27: Selling Professional Services – Reed Clarke of LeadMD: