When you talk to a prospect who has explicit needs and clearly knows what is needed, go with the flow and and see where it takes you, but when you find a prospect with implicit needs, don't allow them to make you run all over the place, you will have to guide them in a way it helps them solve their problem and gets you business. And then there are those who come into the calls for window shopping or for various other reasons (which never fetches you business), you need to identify those prospects and eliminate them from your list as quick as possible.
Ability of a salesman to eliminate prospects who may not be able to provide sizeable business in the short term or in the long term, is 100 times more important then feeling great that you had 5 sales calls today, the real question to ask is "Out of those 5, who is the best bet for you?" and can you spend substantial energy to help them solve their problems.
"Happy Selling Value"
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