WHEN TO GET THE HELL OUT OF DODGE

The Mims Morning Meeting

Sales professionals waste time with prospects who are not going to buy. If you have worked in the field of sales and sales marketing you have a story about the prospect who got away after you had forecasted the deal would close.  Not only had you forecasted the closing for this month but, you purchased that new 50″ flat screen TV based on thecommission you would receive. How could I misreadthis prospect? He told me I had the deal. Why did he sign with my competition? These are the questions you ask yourself on the first day of a new month after you the missed your forecast.. The other question is how do I explain this to the bosses, the ones at work and the one at home?

To prevent this from occurring again read the prospect’s signs and signals; stop listening to the words coming out of his or her mouth. You have been reading signs all your life. When you were a child your parents gave you signs. You knew when to ask for something and when not to ask by reading the signs and signals. When you drove your car to the office you read the signs in order to get to your destination safely. We live in a world of signs and signals. Your prospect is no different; your prospect also gives signs and signals each time you speak with him or her. You just have to learn the language. You must read the signs to determine the outcome of your work.

The signs are clearly posted and easy to read. Your prospect will use signs to denote his or her actions.www.mimsmorningmeeting.com

~ by mimsmorningmeeting on February 24, 2007.