We all hear that selling is a process, but getting good at it is a process also—one that requires a unique brand of patience, especially for overachievers. I can remember holding my own yet being dissatisfied with my 20% closing ratio. I knew there were sales people closing 40 to 50% of the people they …
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Quitting is NOT an Option
Go fish as if your life depends upon it, because it does! A salesman had several promising prospects but no bites. In two cases, the prospects expressed what seemed like real interest but didn’t return his calls. A third case, in which the salesman was told point blank that he had the sale, has been …
Take This Job And…
I have to share this message I received from Jason Stalos, a young salesman from Dallas who has read my book and follows my column. “I’m flummoxed. Everywhere I have worked now, I have become the top salesperson. When I started, I had perhaps the word’s lowest self esteem possible. I was scared to even …
Don’t Take No For An Answer
Never take a “no” from someone who cannot give you a “yes.” One of the biggest reasons why sales are not made is because the presentation is being given to an unqualified prospect. You’re talking to someone who you think can make a decision but they can’t. This is your fault. I’m not pontificating. I’ve …
What to Do When Sales Idle
When you think you’ve exhausted every last potential prospect, and your ambition is waning, and nothing is moving not even the air, sit back and take a deep breath. Put some cold water on your face. Realize who you are and what you’ve accomplished so far, which is probably great. If your accomplishments aren’t great, …
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