All too often sales people do an exorbitant amount of work on the front end for a prospect only to find the prospect not going with there product or service for various reasons. We’ve all been there. I’ve been there. It’s tough to be an effective sales person if you haven’t been there. This can be extremely frustrating and decelerate the momentum it takes to be in sales on a daily basis. Customers expect this however, they feel their business should be fought over, put out to bid, or many versions of proposals should be drawn up. Rightly so, they have put in their blood, sweat and tears and their business is an extension of themsleves. It has been said many times in this day and age and is very true, people don’t like to be sold, but they love to buy.
How do I as a sales person embrace this fact and increase closing percentages? Continue reading Sell More, by saying Less