Tim Frey explains how to avoid wasting time on sales calls by pre-qualifying leads before you dial. If someone isn't a fit, end the call politely and refer them to a peer instead of pushing through a dead end.
What happens if you get halfway through a sales call and you realize that they're not the right person? Like you can't actually help them.
A way you can just stop this from happening is pre qualify them before they get on the call. But if you get through and you realize that they're not a good fit for you, you need to kindly say that on the sales call. And then you're like, cool. I don't think this is going to work for you. I would strongly suggest you check out X, refer them to someone else. Referring to other people in your industry is also a powerful thing for networking, and I think handing your competition clients or lead is actually a good thing because there is a lot of people out there for you to work with independently, and there's plenty of people out there that you guys can work with. I just think there are better fits for other people.
