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Start firing them
By Charles Martin | February 25, 2008
There’s a lot of talk about firing the customer today. There’s actually a lot of talk about firing the bottom 20% of both the customer and workforce base. In a down or paused market, business sets its attention on cleaning house a bit. It’s human nature. It’s a rainy day, so let’s clean the garage.
In one of my ongoing sales cycles for this month, there are a few customers that are clearly playing me. In fact, one says every time that she’s VERY interested and will call me back in 30 minutes because the big boss “just walked in”. I think its interesting she can play this loop over and over more than 3 or 4 times a week. I actually call her just for some uplift and a laugh in a dull day.
She’s fired today. No more fun.
Look over your list of prospects and give that dirt at the bottom the heave ho. You’ll be glad you did and you’ll make room for the buyers on your boat.
Topics: Big biz, Sales Acumen | No Comments »