There are five perils that endanger a sale.
Assuming the deal is yours at the onset.
Caring too much about winning the deal.
Displaying arrogance during a sales call.
Becoming principled on the “right way” of doing things with the client.
Letting worry languish advancement of the sale.
These are common failings that contribute to missed quotas.
When reflecting on lost sales,
these perils form the foundation of failure.
Respect the five perils.
The wise seller considers the advantages and disadvantages equally.
If the competition is weak,
They consider the disadvantages to guarantee the sale.
If the competition is stronger
They search for their advantage to overcome weakness.
The Master Seller always takes the view,
the sale is theirs to lose.
They don’t plan on the competition to fail.
These are the five keys to victory:
Knowing if a buyer is a qualified, and who is not.
Knowing what to do when the competition is superior, and when they’re not.
Knowing the value you bring and how to share the relevance of that value with clarity.
Knowing the sales process and following it with discipline.
Knowing that the responsibility of making sales lies wholly on you.
Thus the Master Seller teaches if you know yourself and you know your prospects you will make sales. If you know yourself and not your prospects you will lose many sales. And if you know neither yourself nor your buyers you will lose all sales.
Knowing is success.