Peter Skakum
Peter Skakum, Tangent Strategies
 

Time is finite and non-renewable. That is why, in the profession of selling, the most successful salespeople know how to fail … as fast as possible. Here is what I mean.

If you are a traditional salesperson you waste unspeakable volumes of time:

  • cold-calling
  • making sales presentations to almost anyone willing to listen
  • overcoming objections
  • being evasive about price
  • talking to intermediaries instead of the real decision-makers
  • talking instead of listening
  • writing proposals (quotations) and sending them out with fingers crossed
  • conducting proposal follow-ups (e-mailing, phoning, leaving messages) for decisions but getting only postponements, procrastination, indecision and often … silence
  • falling victim to decisions such as:
    • we’ve chosen to stay with our regular supplier
    • we’ve chosen to buy from one of your lower priced competitors
    • we’ve decided to postpone the purchase entirely until next year
    • we took your proposal to our CEO and she said no
    • maybe, if you can lower your price

In the meantime, qualified buyers, anxious to do business with you, can’t because you are too busy failing SLOWLY with people who are not qualified to buy from you. Every salesperson fails. However, the SOONER you fail, in other words, the sooner you discover that a person is not ready to buy, the sooner you can be closing sales with buyers who are.

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