Every manager tries to convince their sales team to "treat the non-buyer like a buyer".Here is a compelling reason to do so that you can share with your people. What does an Attorney do for a living? He/She practices law.What does a physician do? He/She practices medicine. What do world class athletes,those making millions of dollars a year do every single day of their careers except on game day? THEY PRACTICE !!!! When is the ONLY time a Sales Rep gets to "practice"their trade? WHEN THEY HAVE A WARM BODY IN FRONT OF THEM!!!!  Instead of "pre-qualifying" a potential buyer as a non-buyer, explain to your people the importance of taking every potential buyer through your ENTIRE sales process. First, it gives your team an opportunity to fine tune their skills in gathering pre-sell information,product presentation(walkaround), and overcoming objections just through increased repetition. It will also increase their confidence level in establishing and developing rapport with their client.The end result is a Sales Rep that is more confident and comfortable in handling any situation that presents itself because of increased opportunities to fine tune their skill set.And finally, they might find that by making this a part of their routine,they may just "happen" to turn one of those "non-buyers" into a BUYER! What a shocker!!!       HOPE THIS WORKS FOR YOU.      BRUCE