Ruthless Qualification
The definition of a genius is a person that can hold 2 disparate thoughts in their minds at the same time and believe both. Sales is all about being a genius. You need to be infinitely optimistic since much of the day is rejection, but at the same time you need to be ruthlessly objective, and completely qualify opportunities so you don’t waste your time. I have a little mnemonic I use to help me be ruthless, its called DIGAS. Which stands for D0 I Give A Sh*t.
What I do is try to understand my target executive. How they are measured and what is really important to them. What is on their radar screen. Then I put myself in their shoes. Looking at my offering from their perspective, I ask myself DIGAS? If I don’t, I’m not going to make the sale so I move on.