BREAKFAST IN AMERICA

I encourage my sales teams to not be fooled by suspects (which is what I call people who are not really prospects) who request the rep buy them lunch to make a sale. Rarely does such a meeting result in anything but a free lunch for the person who had no intention of buying anything.

If you really want to test whether someone is a prospect or suspect, invite them to have breakfast with you. Breakfast in America costs less, is a great way to start the day, and, if the person agrees to meet you then, they are likely interested in your offer.

Save your lunch budget for showing existing customers some appreciation for their loyalty.