A sales leader stopped chasing every referral and started qualifying prospects first. By asking why they were referred and what problems they actually face, they learned to say no to bad fits. The qualified prospects who remained were far more likely to buy.
So we started really looking at our sales process and turning it from more of getting a referral, going in and just blowing out a discount, to getting the referral, setting up a consultation, and seeing where their pain points were. You're being referred to me, why are you being referred to me? If you're being referred to me, you probably have pain. What's going on? Digging into that pain, getting that to the surface, and then not being afraid to say, "Not really a good fit. We don't do that." We don't— you know, if you could have the confidence to say to people, "I can't help," then the ones you can help, you are so sure you can help that the client's not willing to invest with
