September 19, 2008, Newsletter Issue #270: Qualified Buyer ?

Tip of the Week

You may have heard the story about a car salesman who was approached by a grungy man who appeared to looking at new ‘expensive' cars on the showroom floor. This man was dressed slouchy, clothes with grease and dirt and mud all over them, dirty fingernails, sweat running down his forehead, and so forth. The first car salesman gave him a fleeting glance and went about his own business. A different salesman approached the man and began asking questions. What he learned was that the man looking at cars was a gazillionaire who had just given up on his broken down Mercedes down the highway about two miles and walked to the dealer ready to write a check for a new car!
This is a classic example of pre-judging a prospect.
Never pre-judge by appearance of the person, the décor of the office, or the car that the owner of the company drives. It just might turn out to be your biggest sale of the year!

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