One of the things I like bet about baseball is the possibility of a pitcher throwing a perfect game. No other sport offers such a finite example of doing the job right. Is it possible is sales to be perfect? Selling your services to possible clients is another matter. Although one can draw parallels between sports and sales there are some differences. Do you have to be perfect to be able to execute a sale? Thank goodness that you in fact don’t have to be perfect to get someone to purchase from you. With that in mind, let’s go over what it takes to perform at the highest level in a quest to attain perfection.
Most of the struggles that sales professionals have stem from the fear inside to take action at the critical time when it is needed. Fail to ask the tough questions about your competitor, the buyers expectation of pricing or even why people think they need your service and you will certainly crash and burn at the end. Or at best you will leave with a whimper instead of trying to help your buyer through objections they may have.
Everyone has no doubt heard of the many behavioral conditioning experiments in which animals in a laboratory are rewarded with sugar pellets or punished with an electric shock for pushing for a particular button.
What if the animal was randomly shocked with no regard to which button was pushed?
The answer is that the animal will take no action because they are not sure what will happen. Basically it becomes to risky to do anything therefore they go into a stressed out shell and wait for something to happen. Eventually the stressed out subject of this type of experiment loses the ability to think clearly due to the environment they find themselves in.
This is a video of some our ContractorSelling.com members sharing their stories about the greatest challenges facing service contractors today. Watch this fascinating segment of how keeping an open mind can change your life.
Many business owners experience difficult times — periods when sales are low and cash flow is a dribble. But when a business is on the brink of closing, it takes hard work to keep the doors open. And a little bit of faith.
Bill Campbell, 56, has been in the HVAC business for 33 years. While Campbell describes himself as a “worker,” in 1993 he took on the title of owner and founded West Deptford, NJ-based Campbell’s Comfort System.
The 17-year-old business has seen its normal peaks and valleys, like any other HVAC company. But in 2008, as the recession worsened, Campbell’s business almost closed. Campbell recalls seeing the oncoming recession in early 2007.