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On a sales call, especially a prospecting call, you must be
emotionally unattached to the outcome.
If you become attached to the goal of turning
every prospect into a customer, you will surely be
disappointed. Disappointment leads to frustration, which can
lead to procrastination…and so, the downward spiral begins.
Selling is a sorting process. Initially, you
separate out the unqualified prospects (suspects) and retain the
qualified ones.
Next, you sort out the prospects who are
qualified to graduate to the customer level from those who
aren’t. Obviously, the goal is to have as many prospects as
possible reach the customer level. However, many won’t make it.
So, be “attached” to the process, not the
outcome. As long as you focus on and work the process, the
desirable outcome will follow.
© Sandler Systems, Inc. All rights reserved.
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