Every person "who sells for a living" has had to answer the question; "how's the sale progressing?"
Let's cut to the chase.
Ever Heard of The 5 W's?
When selling, or pitching your ideas... a successful business acquaintance of mine once reminded me, the buying decision is not yours to decide Arch. He then gave me, The 5 W's of selling...
Some WILL, Some WON'T, Some WAIT, Some WONDER
So WHAT? MOVE ON!
Take it from me, a seasoned 100% commissioned sales representative of various industries, primarily in the HVACR arena where I was an HVACR Contractor for 12 years, things progressed more freely for me, specifically psychologically when I accepted to controlling only the things that I can through the phrase... The 5 W's.
It helped discipline my FOCUS on what I can control in the sales process, and that is... to make contact with new, current, and dormant members of my audience, (market, demographic, and/or as assigned client base*), introduce whatever cure, solution, or amazing feeling you'll have when buying PRODUCT X, gain qualified customers, drive profitable revenue, work with select vendors, establish good relationships... repeat daily and... be happy.
"Rarely does a sale happen when the sales manager, or sales persons need it to happen."
I'd like to think about it... has always been a favourite customer "objection" of mine to accept. A seasoned sales pro hears this and knows, "the selling" is over. Let them think about it; is a... sign. Now, while they think, you MOVE ON!
It's also somewhat akin to an innocent person, aka - victim, shouting out; "Parlay", to the Pirates over-taking your ship. You can no longer be roughed up, and you must be taken to the Captain. That may take time. So honour, or grant your potential client(s) their wishes.
That said, both personally and professional I fully respect the person who requests time to think things over. I agree 100%. If it's such a good decision now, given the current circumstances aren't dire, I have learned to give it some time before committing to a decision, for or against.
I also define I seek to build a business with quality clientele. Wait and find who are the good ones and who are the flakes.
If I still feel the same way 48 hours later, or 2 months later, that it would be a good decision, I then make it. I confidently understand the deal and I agree to it knowing the boundaries, the good, the bad, and the ugly. . . Also many times, if a client asked for time, time has taught me, if I wait, what ever the decision is to be, my job now is to GET BACK to selling.
One last thing. Waiting, is just a cost of doing business. And waiting is also for suckers. True entrepreneurs wait for know one. We love the hunt, we love the sale, We move on. We make more deals. The mechanic takes care of the equipment. The company takes care of the feelings business.
So... get back to work. Promote what you do to people who need what you do.
Some Will, Some Won't, Some Wait, Some Wonder, So What - Move On!
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