A prospect who is not willing to give you a tour is

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These five micro-commitments, also known as inflection points, are easy indicators of whether or not you should spend time with that prospect. When you aren’t continually testing the deal, the probability of wasting valuable time increases exponentially.

Along your process, especially when employing these tests, you will notice that your probability of winning is very high if they commit to a particular next step. But, if they do not agree to a micro-commitment then your deal is probably dead.

As a sales professional, it is vital you know at which points switzerland telegram data your probability of winning is highest. Example: If you are able to close deals at an 80% rate after a facility tour then that is your primary inflection point.


Don’t spend time on deals that will never close. To make it easier for you to understand where your attitude actually is at this very moment, I’ve created a list for you to rate yourself. It breaks down your attitude into attributes.

The key to this self-evaluation is your self-truth, and your willingness, on a scale of 1-10 (1 being the worst, 10 being the best), to rate your present situation in each of the attitude attributes listed below.

These self-evaluations will show you where you are right now, specific places that you can begin to improve, and challenge you to adopt a YES! attitude of success.

MIND THE GAP
As you rate yourself, you will develop gaps – or opportunities as I prefer to call them. If you rate yourself a 7 out of 10, your gap for improvement is 30%. And the more honest with yourself you are in your self-evaluations, the more gaps will appear.