“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.