“All things being equal, people will do business with and refer business to, those people they know, like and trust.”-Bob Burg
No matter what our job or profession, we’re all involved in sales. There are many different approaches, but the end goal remains the same, persuading the customer to part with their money. Sometimes we need make no great effort. The customer knows what he/she wants, and just buys it. We should, however, always remain alert, to ensure that potential translates into business. A key question then arises. Is a one-off sale sufficient, or do we wish to build something more than a superficial connection, with the prospect of repeat business?
Continue reading Sealing the Deal – Face to Face!
“What we have here is a failure to communicate”- Cool Hand Luke
Very few of us have all the business we could possibly want or cope with. To boost sales we join networks, attend gatherings and conferences, and arrange one-to-one meetings. Yet the amount of time invested, and the conversion rate from possibility to profitability is frequently too modest to satisfy. At times there may be little or no fit between the businesses, and we say thank you and move on. Other times, however, we almost get a deal done, but an elusive ’something’ intrudes and blocks the way, and it is not necessarily down to price, presentation or sales technique.
Continue reading Missing the Connection? Open Your Eyes!