Do you speak to prospects with your glasses on?
Making fun of myself, I told a couple of associates I saw a very large bird on my lawn at home. I ran to get my glasses to see if I could tell what type it was. To my great surprise, it was not a bird but a black cat!
While my associates laughed, I made the following analogy: Sometimes when we speak to prospects we forget our glasses. Too much in a hurry to make a sale, we do not get the entire picture of all of the challenges our prospects are facing. The careful examination goes missing. In this rush to make the small sale, we leave money on the table. Making matters worse, our competitors will get the remainder of the sale and usually a much larger piece of the pie.
Make a mindset shift to take your time to develop relationships with your prospects and everyone else involved in the decision-making process. Make sure you hear everyone’s challenges and needs. This process is a bit slower for business development. However, your payoff will be larger sales at one time and you will definitely close more sales. And of course, it will be a Smooth Sale!
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