There’s no saying what will happen in the heat of the moment.
As sales professionals, we know the difficulties of the “just-looking” buyer. But something we often overlook is keeping our decision-making-mojo when the buyer decides to buy. Your decision-making-mojo is your ability to stay focused through the excitement of the sales process.
Don’t get me wrong, the excitement is good because it can show your buyers you’re happy for them. However, the enthusiasm can sometimes cloud your judgment. Always be sure to repeat and affirm what the buyer has said and keep your focus so you can see objectively where they are at in the sale and keep it moving forward.
Here’s to earning what you’re worth!
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.
ABOUT FORREST PERFORMANCE GROUP
Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.