A career in sales is hard. It has always been a challenging career choice, but my observations over the past 10 years are that it is twice as hard to sell half as much stuff. Not cool averages. Too bad. If it were easy anybody could do it and why would your employer (or client) need you?
I visited with a business owner today who was lamenting the deal that went away. We spent a couple of minutes reviewing the details of the project and I discovered that while they expressed their regrets with the prospect, they really didn’t know why the deal went away.
I remember when I sold cars, I had a sales manager who told me ‘selling doesn’t start until you get your first no’. Getting the no means an obstacle came up in the course of the deal happening. The current economic climate has proven it’s the rare deal that doesn’t have some obstacles to it. Rarer still is the prospect that doesn’t have some degree of fear of making a mistake. If your solution is in any way outside the box or as I like to say New, Different, Exciting and Wonderful your job is to uncover and address all of the ‘no’s’ and they are probably plentiful – to get to the closed deal. This doesn’t happen ‘til the check clears my friend…
Make it a great day and go sell something! Do it now!
I wish http://www.varley.net/online/ you good selling!