In sales we live and die by our pipelines. But – is it the pipeline that is actually killing us?
My answer would be yes. Why? I have found that the typical pipeline is bloated with unqualified prospects. Sales people have been trained to keep adding prospects to the pipeline all with the hope that the more people in the pipeline the better their chances of closing more business. Actually I think it is the furthest thing from the truth.
I have found at least ½ of all prospects in a typical pipeline don’t belong. I will examine my clients’ pipelines and often think to my self – “Are you kidding?” The average sales person is wasting insane amounts of time with phone calls, emails and meetings with people that will never buy!
Personally I don’t have a pipeline for my own prospects – I have a table. That’s right. I like the idea of a table verse that of a pipeline. Tables have a limited number of seats whereas a pipeline just goes on and on – inviting sales people to keep adding more and more people to the pipeline.
At my table there are a limited number of seats. Tim – why would you possibly want to limit the seats at your table?
Because I know I can only help so many clients at one time. That is true of most of us. So it is my job to focus on the people who really need my help.
I strongly qualify all of my prospects from the beginning. If I can’t help you then I can’t offer you a seat. It is that simple.
So try to think of your “pipeline” as a table with a limited number of seats. It will force you to do a real good job of qualifying all prospects from the beginning. The result will be less wasted time, more posture and confidence all on the way to closing more deals!!!
Tim Healy is the President and Owner of Healy Success Solutions Inc. He has helped the Long Island business community create selling success for over a decade with his Sales Team Training and Sales Performance Coaching. You can reach Tim at 631-244-6090 or [email protected].
