Bad Parent, Bad Prospect

A childcare centre in Israel was having problems with parents that were picking their children up late. As a result they introduced a fine for lateness. The result was that lateness increased. Why? Because the fine normalized the behavior. Also, in UK schools, parents that take their children on holiday during term time are being fined up to GB £200. Ref: Prospect (UK)

What bad behavior are you reinforcing in prospects?

Here’s one example; when you finally reach them by phone and they ask you to send literature, do you do it?

Aren’t you just teaching them that their method for getting rid of reps actually works?

Or do you delight in chasing people hiding behind voicemail?

Refuse to endorse and validate bad prospect behavior.

Decide ahead of time that you will not tolerate requests that are destructive to your sales process.

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