Sales Force One

Art of War

In his book The Art of War, Chinese philosopher Sun Tzu teaches that every battle is won or lost before it is ever fought.  The same is true of you when you are delivering your closing presentation or pitch.  The reality is that your pitch is won or lost long before you show up with your presentation, fancy binders and slick slide decks.

You will win or lose based on what you do beginning with the very first phone call you make to the prospect and the first face to face meeting.  You will win or lose based on the quality of pre-call planning you invest.  You will win or lose based on the quality of your post-call debrief.

The truth is that, at least in most cases, if you are driving to the presentation and wondering about your chances you can stop wondering...you don't have much of a chance.

Fight well...sell well...close well.

Introducing...........

You.  How would you like to prosect by being introduced rather than pounding out cold call after cold call with little or no results? On Friday, March 27th  from 9AM to 10AM you can join a free webinar hosted by the Anthony Cole Training Group focused on "Getting Introductions."

Here is the link to use for registering:

http://blog.anthonycoletraining.com/increase-your-sales-through-introductions/

WAIT

I was speaking with one of my clients recently when he told me about a coaching session he had with one of his salespeople during which he talked about the problems that salespeople have with too much talking on sales calls.  He advised the sales person to imagine a sign hanging above the prospect's head that read "WAIT."...which stands for "Why Am I Talking?"

What a great reminder that the less you talk as a sales person the better off you will be.  So why are you talking?  Is it more babble about how great your company is and how wonderful your customer service is?  Is it stories about your organization and how experienced you and your account team are? Here is another acronym for you:  NORC - which stands for no one really cares.  The only thing the prospect cares about is their problem and your ability to make that problem go away.

Back in the 80's (when music was really music) Foreigner released a song "Waiting For a Girl Like You."  You job should be to leave the appointment and have the prospect singing "I've been waiting for a sales person like you."  Remember, when in doubt, WAIT (otherwise known as ask a question and shut your pie hole).