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.