Zero-based Selling

In tennis, “love” refers to a score of zero points. Historians believe the term is derived from the French word for “the egg,” “l’oeuf,” referring to the physical appearance of the number zero.

Zero is a good number in selling.

It’s the number you assign to a bad prospect. “This has ZERO chance of closing!”

You can even give out zeroes to more people…

Give them to weak prospects, too;

and mediocre prospects;

even good prospects that take too long to make decisions.

Zero-based selling is about disqualifying time-wasters.

Start to spend less time with Zero quality prospects and become a hero to your company, family and banker.

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