When prospects think that they know the answers,
they are difficult to guide.
When they know that they don’t know,
they can find their own way.
If you want to learn how to sell,
avoid being clever or slick.
The direct path is the clearest.
Giving prospects time to self discover
allowing them to find their own way
to your service or product.
Sellers have strengths.
Sellers have weaknesses.
This is true of both you and the competition.
If you understand who you are,
And know your competition too,
You needn’t fear losing deals.
If you know yourself, but not the competition,
You will win some deals, lose others.
Yet if you know neither yourself, nor the competition,
You will fail in the marketplace.
Know what you know,
Know what you don’t,
Move the unknown to the known,
Knowing you will never know everything.
This is the great challenge,
and the great joy,
Like all performances
Each sales call draws to a close.
Knowing few things solve all situations
The Master Seller asks
Do you think we’ve uncovered all your concerns?
Do you think our product solves the issues we covered?
Do you think we can start in two weeks?
Matching solutions to problems
the purchase comes naturally.
This is the no close close.