This is one of the biggest mistakes people make. Not just in selling, but in life.
You know the old saying, don’t judge a book by it’s cover? I’ll take it a step further and tell you that what you decide about a customer, employee, individual, opportunity or situation will be exactly what you get.
In selling, anyone who believes they have the ability to pre-judge who the buyer is and who the buyer is not is costing themselves a fortune. I have seen countless situations where I was told there was no way this would be a deal, but because I treated the buyer like they could, guess what? They did! Regardless of the circumstances: no money, no budget, no taxes, not the decision maker, can’t, won’t, not gonna, whatever they tell you, always treat a buyer like they can and will buy.
Try this, when you find yourself in a selling situation, survey the prospect for all the signs that demonstrate they have bought in the past. Are they wearing a watch? What about their car? Take a look at their clothing, their house, how many credit cards they have? How did they get all that? They bought it! Use these signs to encourage yourself and regardless of what they say, treat them like the can buy and watch what happens. Everyone is a buyer.