More on the Immutable Laws of Sales

The great sales people recognize the “yes” that isn’t an order, but is the “yes” that comes from following the path of least resistance versus the path of a disciplined methodology. When the sales manager asks if an account closed and was the order placed, and the answer is, “not yet, but they said they’d like to meet again” we’ve potentially allowed ourselves to fall into the trap of the “easiest yes”. This can be avoided by setting goals and objectives for each customer contact that will advance the sale—not that it will always go as hoped or expected, but at least it was a planned sales call with a defined objective against which we can measure the success of the call and avoid the “yes” that does not mean we’ve won the sale, but does impose additional expensive time, effort and sales cost.
Additional ideas can be found on my web site at www.focusedonrevenue.com
or my blog at: http://michaelbpearce.blogspot.com/