While many reasons contribute to losing a sale, the top reason by far is simply not following the selling process. Like a dancer who doesn’t know the steps looks foolish on the dance floor, a sales person not following this process appears disjointed and unprofessional, loses connection with the prospect, and forfeits the sale. Mike […]
Why You Are Losing Sales, Part 1 Read More »
Making the sale ultimately requires the customer’s agreement to the product, price, terms, delivery, payment method, and to you. To get to this ultimate agreement requires a series of smaller agreements along the way that build toward the close of the sale. The sooner in your presentation you start building this pattern of ‘yeses’ the
Willing to Try and Able to Buy…. This is the mantra of prospect qualification. If either quality is missing you’ll never make the sale. A prospect – even one with a LOT of money – who’s unwilling to try your product cannot really be considered a prospect. Instead they’re merely a disinterested party. And it’s
Willing to Try and Able to Buy…. Read More »
This long-ago learned mantra has served me well throughout the years: Everyone listens to station WIFM…What’s In it For Me? It seems every sell sheet lists features and benefits but, while important, does anyone really care? Most people instead want to know what problem it’s solving plus how well and how cost-effectively it will
Everyone Listens to Station WIFM…. Read More »
A lot of “experts” will gladly take your hard-won dollars and sell you “powerful” information in the form of books, videos, and seminars, promising to teach you successful selling strategies. But I wonder why if indeed those strategies are so successful they aren’t instead using them to actually sell something, rather than just hawking the
Imagine the majestic lion on the African Serengeti. Lying under the shade of an acacia tree, he observes gazelle grazing on nearby grass. His tail whips away a fly, yet he does not move. Hungry, he takes no action. But unless he chases and catches one of the gazelle, he will not eat today. Instead
Stopping to pick wild blackberries in the mountains reminds me just how awesomely good our God is…
Better than Organic Read More »
I hate washing dishes. Probably because I still associate it with punishment. When I was a kid growing up in Grandma’s house if I did something wrong, that was my penance — get my rebellious little behind into the kitchen, stand in front of the sink, and scrub. Somehow still today I think I must
One Dish at a Time Read More »
I killed my dog today. You can sugarcoat the words by saying he was put to sleep, euthanized, or that his suffering was ended mercifully, but it doesn’t change that even if not by my hand that by my decision a life given by God to one of His creatures ended away today at 12:10
My Grandpa and Grandma who raised me picked me up after the last day of eighth grade in 1973 to leave on a two-week vacation to Oklahoma and Arkansas to visit relatives I’d never met but heard a lot of stories about. The polar white ’66 Mercury Colony Park station wagon was loaded for an
Chapel of the Ages Read More »
