David Molina tells sales professionals to reject prospects who show early warning signs like requesting refunds upfront or delaying calls. He says 99% of these risky deals turn sour anyway, so trusting your gut saves you from managing a nightmare client.
I don't need to see a red flag. If I see a slightly less than green flag, they're out, at least in the prospect process, because it's just going to get worse. You know how this goes. People want a refund for the first week because maybe they couldn't book a call or maybe they want to— they want to delay so that the invoice comes in at this time, at specifically this hour. I'd rather let them go because it's just going to be a pain. Like, I know these people, they just want to— they just want to leave. And I think we should behave more assertive. If you feel like they're going to churn, don't take them in. And it's tough because you're like, I want to take this money, or like, maybe there's a chance that they won't turn out bad. 99% of the time they turn out exactly how you predict. And I think there is a place to judge a book by its cover and say, no, I'm not going to let you fuck with my process. Goodbye.
