Can They Afford It?

Even the deals that you lose or they don't work out to your point, you need to keep track of why that happened. And stay away from the rationalization. I think too many people when it doesn't work out instead of being brutally honest and saying, okay, can they afford it? You can find out before you even have the first call. Where is it on their priority list? Does the person that you're talking to have the juice and the awareness of how to get it done? Not that they say they do, but they've shown you that they do. Do they act, sound and behave like the other people who have been able to get something done?"

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