Wednesday, January 26, 2011

If they were sold, it would be done

Any salesperson has gotten caught up in the moment and excitement of a sale but it's not done, until it's done.
So many times salespeople trick themselves into saying and believing that the deal is done. "their sold" say's the confident salesperson. Are they? If they were sold, it would be done. Contract signed. Paperwork in the door and money in hand. That's sold. That's done.
If a prospect is completely and utterly sold on your offering, they'll close immediately. If they don't close (as in done done done) there is something lingering. Some thought. Some reservation or doubt in their mind still that must be handled to conclude the cycle. Believe me, if they have not signed, it's because they are not fully sold. Figure out what is stopping them from signing now, handle it, sell them all the way through and then close the deal.... today.

- Robert Cornish
CEO, Richter10.2 Media Group

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