Considerations Bog Sales

If you have ever experienced a sale that seems to come to a slow halt and moves into waiting mode.... it’s due to a consideration that has not been handled by the sales rep. In other words, the prospect has a concern that your product or service won’t handle their problem or some other concern about it that they aren’t telling you.

So, you need to find out what those concerns or considerations are in order to handle them. The second you can get the prospect to tell you what they are, you can then move to sell and close the deal but up to that point, it’s basically dead in the water.

Once handled, the cycle can go from something that was quickly becoming a future cycle or possibly never, to one that happens now. It’s a massive time saver.

A great way to handle this is to email the prospect and ask them point blank, “is there any consideration or concern you have that I haven’t gone over with you that would prevent you from moving forward.... let me know so I can help...” Then once you have gotten the feedback, handle it with whatever is needed, a case study, client testimonial, video that really sells the product, phone call to walk them through the process etc.

Hope this helps you with your sales!

- Robert Cornish

CEO, Richter10.2 Media Group

Push Yourself

It's pretty easy to sort of coast in life because while most people want to attain their goals, many don't actually want the extra headache involved with making it happen. Because the extra amount of work is sufficient, no two ways about it. But know this, to attain success or any goal it only requires you to push yourself a little more than you are now. The funny thing is, most don't push themselves very hard at all. They just sort of do what is necessary. So you can bank on that. This means that if you're one of the few that push yourself harder than most, the chances of success or attaining any given goal is quite good.

Just look at any goal you're trying to attain and write down what you think you would do to attain it or what would be normal for you and then step everything up a notch. Using fitness as an example, if you wanted to attain a certain physique and felt that you could run 1 mile 3 times per week to attain it, then write down that instead you will up it to 4 times per week and run 2 miles each time. Yes, it's added work and it requires you to push yourself relatively hard but you have to ask yourself.... "how bad do you actually want to get in shape?"

By doing this exercise, you may find that 1. you really want to attain the goal and are willing to push yourself to do what it takes to get it or 2. you don't really want it bad enough and so settle with the idea that you won't ever attain it. I use running and getting in shape as an example because it has a great correlation to business and success in general. It takes physical push to attain anything and you need to assess what your willing to do and how bad you actually want the goal you've named out because it will play a key role in how much you push yourself to attain it. It's also not a one time thing. You're not going to decide once and then all is good. You need to decide and then remind yourself every single day, every hour why you are doing it and what you want so you keep yourself motivated to attain the goal and you keep pushing yourself along. You are you're best personal coach you could have. You need to push yourself because no one else will.

- Robert Cornish
CEO, Richter10.2 Media Group

What Does It Take?

Have you ever really looked at what it takes to attain a goal? It's easy to make a goal and then go to work towards it but it's really only half the exercise. You need to break it down. What are the component parts of the goal and what are all of the steps needed to attain it?

Once you start working out the actual steps and any numbers associated with attaining the goal, beef up your numbers because I can almost equivocally assure you that your numbers will be low. People are masters at underestimating what is needed to attain a goal. You need to do your homework upfront, work out the actions needed and work out the correct effort needed to attain the goal. If you feel you have overestimated it, that's OK because it means your either right on track or you may produce slightly more which is a plus-point.

So for your next project or goal, take some time to plan what it takes to make it happen. Don't just write down the plan or goal and then start pursuing it. Work out all of the actions to pull it off. This will help shift your reality and open your eyes to the work involved to make it happen. You can then plan and predict better and execute the actions needed which will make the target infinitely easier to attain and the overall probability of attainment will skyrocket.

- Robert Cornish

CEO, Richter10.2 Media Group