Qualify, Don’t Chase
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
The real breakthrough in sales comes when you understand the value of saying no.
It’s not about closing every deal—it’s about qualifying the right ones.
If a prospect isn’t a fit, saying no saves you time and builds credibility.
When you’re honest and direct, you don’t just protect your time; you strengthen your reputation and open doors for future opportunities.
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Randy's Tips to Sell More 👉 Excerpts from Your Go-To Sales Advisor
The Power of Saying No
What the Idea Is
When you learn the power of no, that’s when you start selling and uncovering the real objectives of the client. You need to learn when and how to say no to an opportunity.
Why It Is Valuable
The most important skill a salesperson has is not closing. Qualifying is hard; but if you qualify right, your deals close themselves. If you get a customer who is not qualified, time is your enemy. You’re in a numbers game, and you have a finite window in which to touch customers. You can’t afford to waste time with someone who shouldn’t be your customer and doesn’t value your service.
How It Works
The truth works. When you were young, you probably liked to take the scenic route. However, as you have gained more experience, you likely tend to take the direct route. If your customer isn’t a good fit, thank the person for their time, offer a solution with another company that may be a better fit, and move on. You will build your network and build your credibility with that person.
Marketing Executive I CMO I Product Marketing I Demand Gen. Modern Data Center Infrastructure, Cloud Native, Hybrid Cloud, SaaS, Cyber Security
4moA fast “No” from either side iis a blessing. The slow No wastes so much time and effort especially for a cash strapped and reaource constrained early stage company. Great post Randy Seidl
Founder of NextLEVL network of CEO & Key Executive peer advisory groups
4moYes . . . I also like "select" vs. "sell."
C-Level Executive | Seeking High Growth Companies | Build/Fix/Grow Opportunities | Sales, Consulting & Technology | Strategy & Execution Focused Leader | Global & Country Operating Experience |
4moRandy Seidl This is so obvious but vitally important. I am afraid that in this world of CRM systems that companies have implemented and become so dependent on some of this behavior comes from the metric driven approach these companies rely upon to determine pipeline health. For example, I have been in plenty of companies where pipeline coverage:quota metrics can drive the behavior of sellers to load everything possible into the system to achieve that goal but lose sight that the bad deals or unqualified deals are empty calories in that metric. In the world I live in of consulting/professional services it is vital to have properly qualified opportunities otherwise you will waste alot of time, cost and worse potentially miss client expectations for an outcome which kills your brand and reputation. Take the time to properly qualify and ask a few more questions…it will show your client that you are invested in their success and turn those empty calories into great results!
Senior Executive | P&L Owner | Leader | Sales Leader | CxO | Complex Sales | Value Creation | Advisor | Author | Managing Director | Growth Enabler | AI | Data | Visionary | ex-HPE | ex-Rackspace Technology
4moLoved this, Randy Seidl