One third of our prospects will buy from us. They are the “low hanging fruit”. They buy because they know our company or they like our suit or our kids go to the same school or they have used our product before. Or any number of reasons but mostly because we showed up and asked them to buy. Yup in a lot of cases it is just that simple!
One third of our prospects will never buy from us. They know someone else’s company or their kids know the other rep’s kids, or whatever. But again mostly because the other rep showed up first (or we didn’t show up at all). We must figure this out as quickly as possible and move on. The most powerful word in Sales is NEXT.
The last third is up for grabs. This is where we really have to be salespeople. We will rarely be the only offering the prospect has and we must understand as much as we can about them. This sale will take work and it may take time.
For the sales managers reading this think about where your reps are spending their time.(Sales reps think about this honestly too). Do you hear a lot about the same “prospects” week after week? Will they ever close? Or are some of your team members spending way too much time on the deals that are in the first third. Wining and dining or just hanging around these accounts. If you let them they will. It is easy to justify the time and effort because they get the deal. They would anyway but it takes them away from Prospecting or working on the hard deals.
So think about each of your prospects. Which third are they in and what does this mean for you?
The Rule Of Thirds - To learn more about this author, visit Don Mersereau's Website.
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Don Mersereau
(Visit Don's Website)
Don Mersereau is an expert sales training
consultant who has over 30 years of
experience. In the last 3 years alone Don
has worked with clients in 5 countries and
23 US States. No wonder his business is
booming! Your company can naturally
benefit from his wisdom and his
experience. Mr Mersereau continues to work
with clients from all over the world
coming from various industries. If you or
your sales team are beginning to plateau
or just can't seem to shake bad habits,
give us a call. DEI Ottawa wants to help
you stay ahead of competition with highly
efficient selling techniques taught by
experienced sales training consultants.
See how efficient sales techniques can
increase your company’s productivity!
Visit us on line at www.
powerfulsalestraining.com or call toll
free at 1866-434-1492
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