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“Pre-Qualify your prospects, don’t pre-judge them.”

Keith Rosen       

There are only 10 more Selling Days remaining in September and in the Quarter!!! 

To permanently eliminate any confusion, let’s draw a distinction between what it means to pre-qualify and pre-judge someone such as a prospect. This is a critical distinction to get because if you’re prejudging them, you’re already creating a self imposed barrier to more sales and creating more selling opportunities.

If you have read my previous articles on cold calling, you know that I’m a strong advocate of pre-qualifying anyone before you invest your very limited and precious time in meeting with or speaking with them. Conversely, pre-judging someone is something you do that shows up in the filter or barrier you have in your listening.

Here’s another way to distinguish between the two. When you are pre-qualifying someone you are arriving at a conclusion that determines whether or not there’s a fit worth pursuing based on a defined set of criteria you uncover through the use of well crafted questions.

Pre-judging said simply, is all about you. Here, you are relying on your faulty and costly assumptions, thoughts and beliefs to determine their needs and whether or not this prospect will potentially buy from you. When you pre-judge someone you’re making assumptions about them before you ask any questions or uncover any facts. When you pre-qualify someone, you’re asking questions to uncover their unique and specific needs without making any assumptions so that you can determine very quickly if there is in fact, an authentic fit worth pursuing.

Go out and have a great Selling Day and make a difference in at last one person’s life today.