Written By Jeffrey Gitomer
Lost a sale?
What did you blame it on?
Who did you blame it on?
In my 32 years of training salespeople, I’ve never had one person come up to me and say, “Jeffrey, I didn’t make the sale, and it’s all my fault.”
Excuses like: Our price was too high, the guy said he had a satisfactory supplier, we didn’t win the bid, and other such lame excuses except the real one: The salesperson did not ask the questions which helped the prospect find a solution his product would address. The salesperson could not create enough understanding in the mind of the prospect to get them to BUY.
Sharon Drew Morgen thinks she has the answer to the lifelong question, “Why can’t I make the sale?” Cool, but there’s a hitch. You have to change the way you think about and the way you approach the sale. Rats.
Well, how come she has the answers and you don’t? Simple, she trains salespeople and writes about the selling process based on her successful career as an “on-the-street” saleswoman.