Here is a sales action for you to take: Become question aware. Here is another sales action for you to take: Listen with the intent to understand
Your prospect will signal you when they’re ready to buy.
“Billy, pay attention!” That was your first listening lesson. Probably delivered when you were too young to pay attention.Fast forward 20 something years (or more) and you’re STILL not listening.
The 21.5 early warning signals that the prospect is ready to buy.
Question: When is the prospect ready to buy? Answer: He or she will tell you if you just pay attention (aka listen).
This is Not a Resolution, It’s an ALL OUT Resolve!
Whatever your age, you’ve made resolutions, you’ve made goals, and often fall short of the stated objective, desire and/or objective.
The New Year’s Resolution Formula for Achievement
New year’s resolutions are a pain. Lose twenty pounds. Eat better. Get in shape. Join the gym. Run three miles a day. Stop smoking. Stop drinking. Stop (fill in the blank).
Why do some Persist and some Quit? Because…
Is there a secret to follow-up? No. Is there a best way to follow-up? No.Why do people quit too soon? Big question.Why do you quit too soon? Bigger question.Have you ever read Think and Grow Rich? Biggest question.
The proposal and the sale are miles apart
“Sounds good, send me a proposal.” How many times have you heard that? Too many. So you run back to your office, put together a proposal, send it to the prospect, and start the follow-up process (and the prayer vigil). Or do you? REALITY: The sale should be solidified BEFORE the proposal is written. Your proposal should be the essence …