Have you spent time with people you thought were prospects, only to find out that they were just clogging your sales pipeline?

You aren’t alone. But there’s a test that will help you separate the wheat from the chaff, the prospects from the suspects.

Here’s the test: Prospects who are truly interested will fully engage with you, while suspects will do so only as long as it is safe for them to do so.

One way to administer the test: Ask the person to share some something about themselves or their business that is not public knowledge. Prospects who are genuinely interested will open up, because they see the value in sharing proprietary information. Suspects won’t.

Ask questions that yield some proprietary information, reveal a critical need or establish a timeline that points in the direction of a close. If you don’t get a straight answer, your “prospect” might belong in the suspect pile.

Source: “Sales Prospecting that Works,” an e-book by Mark Brooks.

Leave a Reply

Your email address will not be published. Required fields are marked *


  • Rapid Learning Institute 1510 Chester Pike, Suite 310 Eddystone, PA 19022

  • Toll Free: (877) 792-2172
  • Contact Us

About RLI

RLI is 100% CAN-SPAM compliant. We're dedicated to protecting your privacy. We will NEVER sell or share your email address and will promptly honor all unsubscribe requests.

Learn More

Connect With Us

Signup to Receive Industry-Leading Tips and News from our Experts