If your prospecting calendar is full but your close rate is low, you might not have a pipeline problem... you might have a posture problem.
Most salespeople think success is about getting more appointments. But if you have to beg to get in the door, you’ve already lost control of the sale!
The Real Problem: Begging for Time
When you say things like, “Can I grab five minutes?” or “I promise you’ll be interested,” you’re signaling that your time is less valuable than theirs. That energy sets the tone for the entire conversation. You’re the pursuer, they’re the prize, and prospects know it.
Begging creates a performance dynamic. You walk in trying to impress; they sit back and judge whether you’re worth listening to. Even if you “win” the meeting, you’ve already lost authority.
Flip the Power Dynamic
Instead of begging for time, position the conversation as a mutual discovery. Try something like:
“After speaking with most business owners, we often find my solution isn’t the right fit. But about 15% discover real value. Would you like to see if you fall into that 15%?”
This approach does two things:
How to Stop Begging and Start Qualifying
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Recognize the behavior: Listen for “just five minutes,” “quick call,” or “you’ll be interested.” Those are begging cues.
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Reframe your mindset: You’re not looking for anyone who will talk to you; you’re qualifying who deserves your time.
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Control your tone: Confidence is quiet and steady, not apologetic.
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Audit your calls: Record and review how often you seek permission versus offer value.
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Accept fewer meetings: Focus on quality conversations with qualified prospects.
Takeaway:
Beggars get busy calendars. Professionals get results!
It’s time to stop chasing every prospect who will listen and start focusing on the ones who are worth your time.
Good Selling, Great Leading! – The MCG Team
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