Some prospective customers will never buy, no matter what you say or do.Therefore, abandon them before they take up too much of your time.

s Some prospective customers will take up vast amounts of your time, regardless of how good or effective you are. Therefore, determine who they are and minimize your time with them.

s Some prospective customers are purely comparison and/or price shoppers.Therefore, determine who they are and never allow them to compare“applestoapples”or “driveyoutoyourknees.”

s Some prospective customers will never be profitable. Therefore, be sensitive to the future you face if you deal with too many price-shopping prospective customers.

s Some prospective customers are not strategically correct for you or your organization.Therefore, look at the bigger picture, not just the sale.

Spell: The Complete Book Of Perfect Phrases For High Performing Sales Professionals by Robert Bacal, William Brooks