Ok , this one goes out to all my people in Bostone that dared me that I couldn't write something inspiring after havinga big dinner and a few drinks on me ....so without further a due , here it goes.
No matter how big the deal;no matter how complex the solution;no matter how long the historical sales cycle;always pln and prepare to close the sale on call number one. Always attempt to make that first sales call on the highest level decision maker. Always know how much money you are going to make the customer.
Always know the economic consequences to the customer , should they decide not to buy from you.
Always ask for the sale,or for a customer commitment to an action that leads directly to the sale.
it is OK if you don't get the sale on the first call.
One call closes are uncommon,particularly for services that require a significant customer investment.
Bur it is NOT OK to prejudge the customer's buying attitude and to assume a "traditional" long sales cycle,and then to sell the same old way.
Never assume that the way everyone has always sold,and that the way every customer has always bought, is the way it MUST be.
When you show your customer the deficit between their present service and yours , and you put a dollar number to it , they will see that amount going down the sewer monthly, and it tends to shorten the sales cycle, and maybe, just maybe shorten the sales cycle.
My humble opinion bubba.
Now go out and have a great sales day!
