How the Grinch Stole Sales
WHO IS THE GRINCH THAT STEALS SALES? HE IS THE FEAR OF HEARING A “NO”.
There is this thing in sales called a “Sunshine Pump”. Every time a salesperson is asked about a deal they say it is “GOING GOOD!”, “GREAT!”, “WE HAD A MEETING AND THEY LOVE OUR STUFF” and “THEY’RE GONNA BUY”. We have an extreme fear of looking under the covers of a deal and admitting that, well, maybe there is that one thing…
There are only three answers a prospect can give you. YES. NO. And NOT YET. I agree, there is no better answer than YES. But what is the worst answer? NO? NO! NO is the next best answer to YES. And if we all trained ourselves to want to hear it more often, sooner, so we could change the situation or GET OUT, we would have much more profitable pipelines.
GET TO LOVE A “NO” ALMOST AS MUCH AS YOU LOVE A “YES”.
How the Grinch Stole Sales
WHO IS THE GRINCH THAT STEALS SALES? HE IS THE FEAR OF HEARING A “NO”.
There is this thing in sales called a “Sunshine Pump”. Every time a salesperson is asked about a deal they say it is “GOING GOOD!”, “GREAT!”, “WE HAD A MEETING AND THEY LOVE OUR STUFF” and “THEY’RE GONNA BUY”. We have an extreme fear of looking under the covers of a deal and admitting that, well, maybe there is that one thing…
There are only three answers a prospect can give you. YES. NO. And NOT YET. I agree, there is no better answer than YES. But what is the worst answer? NO? NO! NO is the next best answer to YES. And if we all trained ourselves to want to hear it more often, sooner, so we could change the situation or GET OUT, we would have much more profitable pipelines.
GET TO LOVE A “NO” ALMOST AS MUCH AS YOU LOVE A “YES”.
They’re Just Not That Into You!
SORRY I have to be the one to break the news.
The #1 sales mistake of CEOs and Founders is their belief that if they build it people will buy it: “It will sell itself”. Sorry. That just isn’t gonna work. Because they are just not that into you.
This presentation is a REALITY CHECK. It is the story of twenty five of the most common and most embarassing a Come along and learn what has been learned from working with and observing 100+ companies and why they don’t sell more, faster. Be honest with yourself and acknowledge what might be happening in your company. Laugh a little at your errors, because some of it will be kinda funny. Pat yourself on the back where it is due. Take the solid advice that is given. And go away and move some of those roadblocks!!
How the Grinch Stole Sales
WHO IS THE GRINCH THAT STEALS SALES? HE IS THE FEAR OF HEARING A “NO”.
There is this thing in sales called a “Sunshine Pump”. Every time a salesperson is asked about a deal they say it is “GOING GOOD!”, “GREAT!”, “WE HAD A MEETING AND THEY LOVE OUR STUFF” and “THEY’RE GONNA BUY”. We have an extreme fear of looking under the covers of a deal and admitting that, well, maybe there is that one thing…
There are only three answers a prospect can give you. YES. NO. And NOT YET. I agree, there is no better answer than YES. But what is the worst answer? NO? NO! NO is the next best answer to YES. And if we all trained ourselves to want to hear it more often, sooner, so we could change the situation or GET OUT, we would have much more profitable pipelines.
GET TO LOVE A “NO” ALMOST AS MUCH AS YOU LOVE A “YES”.
"Susan is a natural speaker and a TRUE EXPERT in sales."
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"It’s been a LONG time since I’ve heard such an INSPIRING and eloquent speaker in SALES."
/ CONFERENCE PARTICIPANT /
"Susan was a TERRIFIC & ENGAGING speaker. Her stage presence, props & insight make her an attendee favourite."
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