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The solution is actually really simple: Only sell 1-to-many! Most of us have tried sitting down with somebody, starting what essentially is a sales process.
Whether in the boardroom or at the coffee shop—the dynamics are the same. The trouble with this approach is that not only is it time consuming but conversion without authority is harder than ever.
Switch your sales process to be a marketing process and aim to meet people mostly in a 1–to–many situation. Bank on the authority you’re building; it makes securing that next sale much easier.
If you do sell one–to–one, make really sure your prospect has been genuinely qualified. Find out
Are they interested? (Do they want to work with you)
Are they interesting? (Do you want to work with them/ Do you have a product that fits)
Do they have the budget?
Are they ready to move now or very soon?
If you don’t get a yes to all four what makes you think you can persuade them to part with dollars they don’t have, sooner than they’re willing to for a product they’re not really keen on?
