Time is money. It’s a statement that’s true in all business, but particularly within sales. Every wasted second can cost you a significant amount of money, meaning you have to find the most efficient way to capitalize on the time you’re given. Cleansing your prospect pool is an ideal place to start. Cleansing can be one of the toughest parts of the sales process. During this phase, it is vital that you gather all of the information that you need. This is where you determine if this company is right for your business. You could say any business is good business, but there are companies that you would prefer to not work with. Those who seem to be late on payments or seem to make poor decisions in the community may not be the best companies to associate with. You’ve got to identify companies that are in need of your service and are willing to work with you. If you waste your time on companies that don’t have a use for you, you could be losing out on the ideal companies that do.
The next step is one of the most important aspects of the sales process, the identification of the decision maker. Sometimes these decision makers are well hidden and highly guarded. You may have to work your way through multiple gatekeepers before you get a chance to speak to the “top dog”. If you waste your time pitching to a person that can’t make a final decision, you’re wasting everybody’s time.
Cleansing is a huge aspect of the sales process that can really help to increase your bottom line. When your time is given to the right prospects and the right decision makers, it is well spent. You will be talking and pitching your product to people that care about what you have to say and can make a final decision about a purchase. When your time is spent on quality prospects, it is never wasted.