As Jon and I discussed in this week’s podcast, 2018 is rapidly drawing to a close and it truly is up to you to decide how you will finish your business out.
Look at your calendar. As of the time of this writing, you have 15 real business days left to make an impact. Once those 3 weeks are done, you will hit the holiday quicksand.
In our most recent podcast episode, Jon and I are very clear with the Seven Minute Sales Minute listeners that sales professionals truly don’t start selling until we hit the first objection. Prior to the first speed bump, we are merely having a conversation, performing a demo, or being an order taker. It’s not until we have to overcome objections that we begin to earn our keep.
If you turtle and punt to setting a follow-up appointment at the first sign of adversity, you need to rethink your approach. Not only is friction in the sales process a good think, it’s abundantly necessary.
“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” – Maya Angelou
I have shared many bits of advice and useful quotes over the years, but there are few that are as poignant as this one. In the sales profession, we are constantly making little impressions. Yes, first impressions are of utmost importance, but second, third, fourth, and even fifth impressions are equally important.
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