Back Again to look at more proof of this great advice from Mr. Paul Jeffers.
Did you start going for the gold?
For the middle of the target?
Watch The Coach as he adds so much more to this article with a live presentation.
Did you get that project approved?
Did you get a higher percentage of the deal?
Did you sell the big one?
Remember what we told you last week
If you don’t’ succeed, whose fault is it?
Today, let’s take some time today and look at five more things we could and should do better.
Recap: the first five.
1. Are we listening?
2. Were we listening the last time the prospect said something?
3. Did we ask for the order?
4. When we did not close, did we try again?
5. Are we comfortable with getting a “no?”
Now on with the show – here are this week’s five.
6. Did we really believe the deal was ours when we walked in.
Before we walk in.
Were we that confident
Was it written all over us.
Did we look the part – the professional?
7. Do we really understand that thing call being “humble.”
Shut up and listen.
Stand up and be strong when you must.
8. Did we make it that good that the prospect could not refuse to buy.
Did we present it right?
Did we highlight the right things? (because we knew, because we listened).
Because we knew the buyers real needs?
9. Did we sell “us.”
If the prospect did not buy us – we are crazy to think he/she would buy the product.
All things being even people buy from people they like – we all know that.
But, all things not being equal – people still buy from people they like.
10. Do we really think we needed all these things?
That we need to think, practice, work it and ask for the deal.
Or did we think we were too good for that?
Practice? Me? I am a professional?
Professionals practice more than anyone else – maybe that is why they are professionals.
If you are not closing the deal – then take some real time to look at these.
Failure Creates Success
Remember what Paul Jeffers said:
“Failure to Hit the Bull’s-eye is Never the Fault of the Target.”
First you have to admit you are not hitting the target, or you are not hitting it as well as you want.
Second, give me a call and let’s set up 15 minutes to have that initial discussion.
No obligation, no pressure.
At a time that works best for you.
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Apply it faster.