Money Will Follow

50 Dollar BillsThe Seller travels all day
demonstrating products and services.
Even though they have much to show
Buyers do not throw money at them.

Why should they be distracted by gold?
Only fools spend money they don’t have.

The Master Seller stays in touch 
with the needs of the prospect.
They focus on matching needs to products.
They listen for desires they might fulfill.

Sometimes sales professionals get ahead of themselves. In their excitement to make a sale they forget that sales is a case of matchmaking, providing solutions to buyers problems. Sometimes they get distracted with dreams of how their going to spend their commissions. They instead skip the steps it takes to close a sale. By having an attitude of constantly advancing the sale, the money soon will follow.

Pursuit of Closing

Forward ButtonIn pursuit of advancing the sale,
every day an objection appears.
In pursuit of closing a sale,
each day an objection is dropped.

How are you paying?
Who will decide?
What compels change?
Where else are you shopping?
Why shop now?
When will you decide?
How will you decide?

Objections tumble until non-objection is achieved
This is closing the sale.

Client Meal

Mindful of  your dress
Choose your dinnerware carefully.

When making your pitch 
Spoon feed the details slowly.

Table any issues 
You can’t address to completion.

Cut your pitch 
Into bite size amounts. 

Be careful not to have the horse
Follow the ala carte.

And when  you come to a fork in the conversation, 
Pick it up
Lest the listener gets bored.

No Close Close

Closed door and door knobLike 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.