Probably not something you’ll ever hear a sales prospect say, “Sorry I lied, but you made me.” But just because they don’t say it, doesn’t mean it’s not the truth. At our training company, we take very seriously the idea of ‘creating space’ with a customer. What we mean by that is the sales professional has a
We’ve all had that great prospect–the one that invites you in to his office, tells you all about the issues he has, expresses hope that you can help him, pays you what you ask, and faxes in the PO. Wouldn’t it be great if they were all like that. We’ll call that the ideal prospect.
The Universe has a funny way of working. It seems to have the attitude of, “I’ll allow it to happen when it’s ready to happen.” We see this in all phases in our life. We really want something—really bad. But we don’t get it. Then later, we realize we really didn’t want it. What if
“How Can I Regain Control of a Sales Process That’s Out of Control?” I got this question from one of my clients last week. The more I thought about it, the more I realized that this is a common problem for sales professionals–especially in complex (long) selling cycles. Let’s start at the top. You are
To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say yes. But then look at the tool kit they use to pursue clients, and more than likely you will find that the sales tools
Have you ever been at a doctor’s appointment and had him start a procedure without filling you in on what to expect? How about buying a new home and your realtor not telling you what you’ll need to complete the purchase? Doesn’t really make you feel “okay” does it? This is how your prospect feels
Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.” So what does that mean? Sometimes my most effective selling is when I have a “bad attitude” — when I’m more discerning and skeptical about whether a prospect has money or is willing to make the
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