\n“Jill, have you ever had an easy sale?” I asked.<\/p>\n
“You call someone on the phone and he says, ‘I’m glad you called. I’ve been thinking about reviewing my financial planning and would like to discuss it with you.’ Please tell me a bit more about what it is you do.”<\/p>\n
“Yes.” Jill replied. “That happened to me just last week.<\/p>\n
“I called on Tom and he told me that he had gotten married a year ago, his wife Caroline was expecting their first child in six months, they had just bought a new house, and he had gotten a promotion.<\/p>\n
“A lot had happened in his life.”<\/p>\n
“So how hard did you have to work to close the sale?”<\/p>\n
“This was easy.” Jill beamed.<\/p>\n
“He came over to my office and we talked about his situation and closed the sale on the spot.”<\/p>\n
“How did it feel?”<\/p>\n
“Great!” Jill gushed.<\/p>\n
This is the kind of experience you want to have day-in, and day-out. This shouldn’t be a once-in-a-blue-moon experience. This should be business as usual for you.<\/p>\n
But it only happens when you spend your time looking for new customers. When you’re calling the same people over and over again – especially those who cancel appointments – you’re setting yourself up for failure.<\/p>\n
Look for people who want to say YES!<\/p>\n
Relationships! Relationships! Relationships!<\/strong> Relationships are built by solving problems. Adding value. Providing solutions.<\/p>\n After speaking with these people, they decided that they didn’t want to explore having a relationship with Jill. It was time to move on.<\/p>\n Why am I sharing with you Jill’s “tales of woe”?<\/p>\n Because we all waste hours of time each day trying to develop relationships with people who don’t understand the value we have to offer them.<\/p>\n For one reason or another, they aren’t open to even hearing about what it is we do, and how we can be of help to them.<\/p>\n Two Questions<\/strong> * What do you do when someone cancels a meeting? Call them over, and over, and over again to try and reschedule?<\/p>\n * Are you afraid to call and confirm an appointment\/meeting because the prospect might say “I’m not interested,” and cancel the meeting?<\/p>\n Here’s something to think about: Life Is Too Short<\/strong> Stop trying to force square pegs into round holes.<\/p>\n I recently did a program for a company, and one of the participants said with a great deal of pride: “It took me 10 years to get my biggest client.” As I thought about it, how much time, effort, Yes, I know that thousands of sales books walk you thru the steps of overcoming objections, but that comes with a price. It takes a lot of hard work and effort to make the sale, and more often than not, the sale doesn’t get made.<\/p>\n (And even if the sale is made, do you have a long-term relationship, or did you just close a sale? Especially if you had to dramatically cut your price.)<\/p>\n Spend your time looking for people who want to develop a relationship with you.<\/p>\n Life is a whole lot more fun, and financially rewarding, when you find people who can see the benefits and advantages and value of working with you.<\/p>\n – Jeffrey<\/em><\/p>\n
\nBusiness is built upon relationships. Not PowerPoint presentations. Not fancy brochures.<\/p>\n
\nSo let me ask you two questions:<\/p>\n
\nLET THEM GO. FIND A BETTER PROSPECT!<\/p>\n
\nLook at this from another perspective: Life is just too short to spend hours of time trying to convince someone to buy something that they just don’t want, aren’t in the mood to buy, or aren’t interested in.<\/p>\n
\nand energy was invested over those 10 years? And how many other clients could have been acquired if the same time, effort, and energy had been invested in them?<\/p>\n
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