The Rule Of Thirds
The Rule Of Thirds
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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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.
Like this article? Share it with your friends
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