Win more sales by saying no

Your first task with a prospect is ascertaining if what you're offering can fulfill their needs. Selling running shoes in a retirement home is probably not a worthy investment of your sales effort. 

Countless hours of effort are wasted by sellers who just can't say no to a prospect. Contact is not the first step to conversion. Alignment is.

Alignment is the beginning of agreement

When satisfaction is a possibility, you have the beginning of alignment.

By focusing on alignment, you effectively eliminate time-wasting long-shots and concentrate your effort on prospects who want to go where you can take them. 

You also demonstrate an authentic intrerest in what the prospect is hoping to accomplish. That opens the door for uncovery.