If you look at people who produce great results and run their field, if you pay attention and look closely, you will notice that they are doing the hard things that others are trying to avoid. If you look a little longer and a little further, you may understand why they choose to do difficult things. You will notice that doing difficult things prevents them from suffering the negative consequences for most others. There is no need for you to learn while making every mistake yourself. You can avoid a lot and speed up your results by recognizing the great value of learning from the mistakes of others.
You want to facilitate the prospection of new business. To accomplish this unattainable feat, you decide that it is best to send emails rather than taking the phone and calling your potential customers. By doing so, you think it's easier for you to contact more prospects without having to talk to your potential customers, some of whom will reject your meeting request. Many have tried to supplant the phone with a support offering an easy and frictionless way to say no by simply pressing delete. The mistake has been made and you do not have to repeat it. You can avoid wasting time and progress towards your goal by doing what is necessary and not easy.
You want a meeting so you can share with the customer of your dreams what makes your business and your product or service so much better than what they use now. You want to tell them all about your work experience for this great company and all the big companies you already serve. Above all, you want to ask them questions about the problems they are having with their current partner. The value proposition you propose is not likely to bring the customer of your dream to immediately open his calendar to find room for such a unique and attractive conversation. This mistake has been made long enough and with such frequency that solutions exist, if you decide to do better. Developing a theory about why your dream client should do something different in the future and provide your ideas, your opinions, and how you help others achieve better results is to exchange enough value to win. a meeting, even if it means must work harder to develop the critical sales skill needed to win business.
Dealing with a complex sale as it's a transactional sale is a huge and pointless mistake. First, as you act as a commodity, you make sure the customer of your dreams treats you as such. Even if you want to attribute this result to your potential customer, this may be your business approach. When you have an hour-long exploration meeting followed by a proposal and an e-mail pricing, you are guilty of the new one-call closure, strategy that does not work well in a complex sale and that is often just as detrimental in some transactional sales. . Each seller wants to win contracts faster (or should), but the best artists invest the time needed to win, discovering that they spoil efforts and opportunities in trying to deceive the process.
You may want to avoid difficult conversations and thorny issues during the sales conversation, thinking that their participation will repel the client of your dreams. You are not comfortable with these conversations and, most of all, you want to avoid any conflict in the hope of creating a preference to buy from you. You may not want to talk about what your client will do on his side if he wants to get better results, which may not make him happy. Maybe you do not want to be the one to tell them that they are going to have to spend more than they are currently spending. You worry that when you tell them that their RFP completely misses the target and that they would do better to shred it and start over from scratch, this will make them buy from someone else (and it may be that you do it with words in this sentence, a fighting diplomat).
Many salesmen failed to get the commitment they needed during the sales conversation to lose the contracts they should have won. Many others have recognized the elephant in the room and claimed there was none, only to suffer the consequences of not meeting their client's real challenge. You can avoid these mistakes.
Looking for clues
Some will stubbornly stick to what they want to do, even when reality gives them the painful lesson that his laws are not flexible, nor does he envision feelings. If you want to improve your results, you will have to change the things that prevent you from producing better results.
Whenever you see someone doing difficult things with great care, you are probably witnessing an approach that has been informed by past mistakes and errors, often not forced. Rather than making costly mistakes, the person who produces outstanding results has refined his approach by eliminating mistakes by doing everything necessary to ensure their success, a strategy that may have taken years to develop.
By taking advantage of the mistakes that others have already made, you can avoid these mistakes. If that's all you gain from exercise, that would be enough, but there is more. By adopting the practice of avoiding mistakes by doing what may be more difficult but necessary, you speed up your speed for results, which reduces the time you have to learn.
Get my second book: The Lost Art of Closing
"In The lost art of the fenceAnthony proves that the final commitment can actually be one of the easiest aspects of the sales process – if you have set it up well with other commitments that need to be made well before closing. The key is to guide customers through a series of necessary steps designed to prevent a stall of purchases. "