Hey!
Ake,
A major flaw in many sales training programs is that they set you up for failure. You may be thinking, huh, what do you mean they set you up for failure? Many sales training programs set you up for failure because they lead you to believe that if you are just good enough that you can sell to anyone. BUNK!
You could try to sell me a brand new fully loaded Mercedes Benz for the incredible price of $25,000, but if I don't have a need and I don't want one I won't buy it. Your potential customers are the same way. If they don't have a need or a strong want it doesn't matter how great your offer or how great a salesperson you are they won't bite.
You know from previous sales training programs that the person you are talking to must be able to make a yes decision. If you aren't talking to a person who can say yes you are wasting your time. Many people can say no, but not everyone has the authority to say yes. Don't even try to sell anything to anyone unless you are 100% confident they have the authority to make a yes decision.
The people that you are talking to must have money to do business with you. Now they may not have the money at the very moment you are having the conversation, but if their want or need is great enough they will find a way to get the money. The more you are able to help them uncover and discover the magnitude of their need or want the more determined they will be to get the money.
The best way to work less and earn more is to spend your time with qualified prospects. A qualified prospect has a need, can make a yes decision, has the money to do business with you plus they have the inclination to take action. These are your ready buyers. It's you job to utilize your fail-safe sales process to ensure that you spend your time with qualified prospects.
When you start spending the bulk of your time in front of qualified prospects you quickly find that you have a whole lot more money in the bank. The key to working less and making more money is spending your time in front of the right people. An effective sales process will help you to better position yourself to be in front of the right people.
BE KIND!!
AKE
Written by Unknown
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