Let Go & Move On

One of the toughest things for any sales person to do is let go, or disqualify their prospect and remove them from the sales chimney. Every sales professional eventually comes to a point in their career in which contact with their prospect becomes less productive, and the prospect seems unwilling to commit to a purchase. At this point in time, it usually makes sense to move on to more relevant leads instead of continuously following up with this particular lead. Train yourself and your employees to find that detachment point, and learn how to end a string of conversations with the prospect while still keeping the possibilities open for future re-engagement.

• Getting attached to certain prospects and the thought of closing a big deal with them can waste hours of time and concentration. Remember, you are not an unpaid consultant and your payment is based on your value to the client. 
• It is important for you and your sales team to keep a lean pipeline. This means you want them to mainly focus their attention on prospects you believe will move through the sales chimney and to not chase people that are just clogging up their pipelines and aren’t serious buyers. 
• Do not let go of a prospect early just because you didn’t succeed in the first few attempts. It is important to manage ongoing communications with the prospect over the course of two to twelve months and check in with them regularly to gauge their attention levels.