From the course: The 52 Best Sales Prospecting Tips

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Beware of time wasters

Beware of time wasters

From the course: The 52 Best Sales Prospecting Tips

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Beware of time wasters

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- So I was sat in on an interview recently and one of the best questions I've ever heard at a sales interview is asked to the potential new employee. The question was this, what was the last deal you lost that was your fault and why? And it's a great question because it's asking the person to expose themselves. The interviewer didn't want to hear because our costs were too high or our engineers let us down. They wanted a failure that was entirely their fault. And it got me thinking, what was mine? Well, I'll tell you guys. My last deal that I lost was because I was dealing with a time-waster. And the reason it was my fault is because I knew in my heart that they were wasting my time, but I couldn't resist. I thought maybe just maybe this time, they're genuine. Maybe this time they'll go for the premium option and maybe this time they'll leave their incumbent provider. And the predictable happened. They used me to get a…

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