Podcasts · The Advanced Selling Podcast
Stop Judging Prospects Before You Meet Them
· 23 min · Episode 844
Episode Stop Judging Prospects Before You Meet Them
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Bill and Bryan tackle a common sales trap that costs deals and relationships: making judgments about prospects before you even sit down with them. Whether you're assuming someone can't afford your services based on company size, or writing off a "boring" CFO who might actually be your biggest champion, these snap judgments can blind you to real opportunities.
The guys share real stories of misjudging billion-dollar executives and getting burned by outdated company research, plus practical techniques for approaching every sales conversation with genuine curiosity instead of preconceived notions.
Key Takeaway: Your job isn't to be the smartest person in the room - it's to be genuinely curious about where your prospect is trying to go and what problems they're trying to solve.
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