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SELECTED PRESS RELEASE:
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posted on:
4/30/2012 7:30:34 PM EST
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What's Next
success, pruning, dead wood, growth
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It is frequently said that sales, in general, is a numbers game. The more people you come into contact with, the more leads you will get. The more leads you get, the more people you are actually able to present to. The more people you present to, the more sales you can close or the more people you can bring on board your opportunity. Then there are referrals, the more often you ask for them, the more you will get and with higher numbers you will find more referrrals that are of better quality. So if you know all that at the beginning of the day, does it really matter which contact of the day becomes the opportunity?
The key is that each contact must be of the same high standard of enthusiasm, preparation, and commitment to bring your prospect to a point of making a buying decision. You must be aware that objections aren't necessarily a rejection but instead are often a request for more information, and that the ability to answer those objections/questions is absolutely vital. A great many sales are lost because of fear of rejection, particularly in this day and age when everyone is bombarded with offers and opportunities all over the place.
When is it time to say NEXT and move on? How many of us have a pipeline of maybes or "I'll think about it". They haven't made a buying decision or haven't chosen to join our company but we haven't closed the file on them either. It is very easy to become anchored by the weight of possibilities that, in reality, will never actually be achieved. That time could be so much better invested in new growth but instead, is squandered. People get trapped in the maze. They "wish, hope, and pray" that things will change. But, instead of taking care of their garden wisely, weeding, feeding the plants, burning the dead wood, they allow the new opportunities to get choked. Your business garden cannot flourish without light and space for roots to reach out and take hold.
Stop and take a look at your pipeline and your business in general. Take stock of who is in your tickler file, personally as well as professionally. When was the last time you did anything at all to build on that relationship? Can you take care of the prospective client needs and wants? We need to clear away the deadwood find ourselves with more time and resources than we thought we had. Ask youself, do I want to do business with this person? Do I want to build a long-term relationship this individual?
Take the time to get yourself sorted out so you will be able to take the next step in building your business into a success story.
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 | | This was an enjoyable read! Thanks for showing us out of the maze! TWEET! |
| | |  | | Thank you Annemarie and Doug, I appreciate your comments. |
| | |  | | Excellent blog as usual. Nothing to think about here or wish, hope and pray! This is a people business and a handshake still matters...even virtual. |
| | |  | | I enjoyed reading this Gerry:) Very well said, keep up the high quality numbers for high quality results!! |
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