Whenever I read or listen to anything by Brian Tracy, I'm reminded of the important time-management lesson to "fish for whales". Why spend your days fishing for minnows when you can eat for a lifetime if you catch one whale?
I recently left a sales estimate where the wife was gathering cost estimates for her husband to review. She made it clear that her husband planned on getting 6 estimates and that she was not involved in this process at all.
I politely gave her my business card and suggested that her husband call to schedule an appointment when he can be available to meet with me. By quickly recognizing the quality of this lead, I was able to make room in my schedule for bigger fish. Don't make the mistake of giving every sales lead equal time.
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