I learned a fantastic lesson in sales last night that with the benefit of hindsight is so incredibly obvious that its easy to overlook.
Making a sale is extremely easy when the prospect wants to buy what you are offering. Simple. Obvious. Why did I completely fail to realise this before???
Probably because it is that obvious. Whenever I’ve sold something in the past I’ve never sat down and worked out what went right. I’ve only ever critiqued myself when I’ve failed.
The question now is how to get the prospect into the frame of mind that they want to buy before you actually meet them?
I listened to a fantastic podcast a few months ago by Marc at HowToIncreaseProfit.com where he talked about the education spectrum. Last night I was fortunate enough to meet a client who was so far along that spectrum that the deal was closed before I’d met her.
The sale was a huge boost and I’m really looking forward to working with her later in the year.
Compare that to the experience a few weeks ago where the client was so disengaged it was a very tough meeting. They too had made their mind up already. Unfortunately it was to go with someone else. Best learning experience yet.
Need to remember though that learning doesn’t pay the bills.
