Common Sales Sense

September 15th, 2009

Have you ever finished a sales call and thought to yourself why did I forget to say that? OR If only I would have… If you have been in sales for any length of time I’m sure you have plenty of times. I know I have! The worst feeling though is when you finish a sales call and you know what you should have said or did but you didn’t because you simply wimped out NOT because you just forgot.

Consider how much wimping out is costing you and I am not only talking about money lost. Think of the time wasted on prospects that are never going to buy and the time spent wondering when a prospect is going to make a decision. What about worrying about a prospect over a long weekend when you should be enjoying time with family and friends NOT thinking about sales?

The truth of the matter is that we cannot blame a prospect for doing something we didn’t tell them they couldn’t do. Seems like common sense yet it is more difficult than we would imagine! We can only blame ourselves when a prospect does not give us an answer when we thought they should. It is our fault when a prospect stands us up or does not allow adequate time for an appointment if we never set those expectations to begin with.

As painful as it may be to set expectations upfront that pain is better than the feeling you get after a sales call wishing you would have, should have, and could have. We have to be strong as salespeople and not wimp out! There are no bad prospects only bad salespeople!

Karen Casey

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Since joining the Lushin training personally I have found a system that works to the core, this is not a “quick fix” or band-aid philosophy and the staff is always accessible to help with the underlying issues we sometimes are unaware we even have.We invited Chuck to speak at our national conference during that time [...]

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