ALWAYS BE CLOSING?
If someone asks “Why should we work with you?” then they’ve just pissed me off. They’re running through their nice little questionnaire and will be comparing me to other apples.
So I’ll throw the kitchen sink at them and let them figure the f*ck out what to do with it. But they’re too late, I’ve already mentally shut that door and moved on.
Send in a Request For Proposal (RFP)? See ya.
Sales is a screening process. They’ve just told me they don’t know why they want to work with me. I’d much rather spend my time helping the people in motion.
“Our job is to find the people who see the value in what we do, not the cost.” (Blaise Brosnan)
While you’re trying to close someone who’s not that interested, there’s someone else up the road who’ll bite your hand off to work with you.
Always Be Closing?
I read that as “Keep moving till someone bites your hand off.”
(Your mileage may vary. I’m not selling high-ticket initial sales. I’m building long-term relationships with clients. Over the years it ends up high-ticket.)
Agreed! Look for prospects you have chemistry with. After all, if your goal is to work with them, then you want to like them, and vice versa. A term I use, that is stolen from business coach/author Sid. Walker, is that when prospecting, you're looking for gold, not trying to turn rocks into gold.
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