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hey guys this week on hey Sudbury I'm gonna be answering Colin Murphy's question he has said hey sorry how do you know what deals to pursue and what deals won't work because in order to be persistent you need to be you need to believe that you can help them so how do you qualify your prospects I don't know a situation that you're in Colin I don't know if you're cold calling people or if you've got leads coming in but essentially like the first way that I look at dealing with it is you're you're speaking to a prospect however that came to be you're speaking to them and you're first gonna be qualifying and seeing whether or not you had the best solution to help them solve the problem right because we're not about selling people things that aren't going to help them and aren't gonna help them like get to where it is that they want to go and it's just in our own self-serving interests that we want to sell some people some that's never ever gonna work right so the first thing that you need to do is obviously there's that qualifying and seeing like whether or not what you have is going to help this person and then once it is like you want to do it like perfectly and the way that you do that sorry is you do a diagnosis you find out of all the pot problems that they're experiencing what is it they've tried where is it they're trying to go and then after you've done the diagnosis is then even is it fit for you is when you want to do the prescription right and then once you've done that and you said yeah look I can help you with XYZ and you've given them a proposal or you've had that spoke to ask for the sale then once they are qualified and they go into that bus that bucket of yeah this is a qualified prospect then we will follow up for ever you heard right forever right until we get a yes or a No like if someone says no you know typically we're not going to keep following them up or what we're gonna do is we're gonna check in on them every three months but what we won't do is we're not ever gonna be satisfied with somebody just trying to put us on the shelf and come back to us at another time right like we're never ever going to stay in like the shallows with the maybe zone or let me think about it and let me come back to you and then they just expect you to stop following up so once you put will qualified them you sent out a prop or you've spoken about them sign up as a client then we will just keep persisting forever until we get an answer we need to move people to a decision either yes or no you know where grown men and women we can take a no is as easy as we can take a yes but we need to have an or yes and we will keep following up and we're gonna let the prospect know that we're gonna keep following up forever until we do get to a decision I hope that helped hey guys if you enjoyed this video make sure that you click the like button and subscribe we're dropping a video on YouTube every other day and if you've got any questions about any of the content that I covered in this video just basically leave a comment with hashtag hey Sudbury in the comment section and every week we're also trying to go through all those questions and get them answered so go ahead click Subscribe and we'll see you on the next video