The Advanced Selling Podcast Stop Judging Prospects Before You Meet Them
6 snips
Jun 30, 2025 The hosts dive into the dangers of making snap judgments about prospects, which can cost you valuable deals. They share anecdotes of misjudged executives and outdated research that led to missed opportunities. Emphasizing genuine curiosity, they advocate for open-mindedness and understanding your clients’ true needs. The discussion challenges the belief that personal relationships alone drive sales, highlighting the importance of authentic communication instead. Overall, it’s about connecting beyond first impressions to unlock potential.
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Premature Judgments Limit Learning
- Initial impressions can blind you to hidden depth and intelligence.
- We often miss learning from others because of premature judgments.
Misjudging a Billionaire CFO
- Bryan Neale shared a story about misjudging a billionaire CFO because of his slow, complex financial talk.
- He realized he missed an opportunity to learn because he dismissed the person based on initial impressions.
Avoid Judging Prospect Personality
- Salespeople often judge prospects by personality and dismiss those who seem unengaging.
- This limits opportunities to find valuable connections or unexpected common ground.