The 80/20 principle describes the relationship most of us have with our clients, customers, and many others in our lives. We spend 80% of our time with customers and people who are providing only 20% of the value. People, it’s time to trim the fat.

The 80/20 principle implies that we must turn conventional thinking upside down. What about the other 80 percent of customers I hear you say? Tough luck. This is business. Those who are deserving of your time, will need to give you something in return or you’ll simply give them the sack. That’s right, sack your customers. Sack the clients you’ve been calling and they keep saying “call me again next week”. Sack the customers who spend all your time asking questions about products/services, and then go next door to the competition to buy. Sack em. Right now.

Give them a chance to prove themselves. Say something like “I know you’ve been a loyal prospect of mine for the last (whatever), but it’s come down the decision time. I need to know NOW, if you’ll be buying this product today.” (notice the subtle hypnotic command at the end of the sentence?).

This approach to your customers will not only save you time chasing them to end up with nothing, it will probably improve your close rate with them. You’ll instantly earn respect and they’ll recognize that your time is no longer free. They’ll have to explain to YOU why they need more time, and they deserve more information.

Now you can go and spend the time you saved finding more of the 20% that are actually putting money in your pocket.

Just a small warning though. Often my sales staff do not apply this strategy for months after they learn of it. They’re a bit scared what their clients might think, what their manager might say if they get a call from a grumpy client who got told where to go.

Guys listen up NOW… You can cut to the chase with these guys, change your attitude now and get on with finding more clients who are reliable sales. Or you can wait 6 months, chase your tail and come up with the same sales figures you’re getting now.

Who want’s more of the best and easiest customers? I know I do. Trim the fat, and get on with selling to prospects who deserve your time.
If you know what’s good for you, and you want to make more sales, then check out my ebook.

The Professional Sales Manuscript

To your success,


Chris