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.
Like this article? Share it with your friends
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
| |||
 |
No article feedback found. | ||
|
Leave Your Feedback | ||
|
|||
 Will The 48 Hour Opt Out Rule Remain In The UK
| |||
| The UK is claimed to be the only country in the EU to extensively utilise the 48 hour voluntary agreement rule where by employees can opt out. Other EU countries feel that having this rule allows the UK an unfair ec... |
|||
|
Five New Rules for Marketing
| |||
 Marketing is part art, part science and part business. Because it's such a subjective thing, there are few hard and fast rules. But here are five new ones to guide you in your quest to boost your profits with a min... |
|||
|
Top 7 Rules to Master Success
| |||
| Congratulations on the successes that you have achieved. Now you want to build upon those achievements. Possibly, these 7 rules may help you. |
|||
|
The 8020 Rule Fallacy In Sales
| |||
| The 80/20 rule in sales organizations dies hard. You’ll need to work diligently and hard to eliminate it and then even harder to keep it from resurfacing. |
|||
|
Rule 20 Rules are Made to be Broken
| |||
| This is Rule #20 in a series of articles on "21 ways to Increase the Power and Profit of Your Advertising Without Spending an Extra Cent," by Brad Sugars. |
|||
| |||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
 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
|  |
 |
|
|
 |
|
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
 |
 | ||
 |
||
 |
||
 |
||
|
| ||
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 |
 Human Resources Checklist Business Building Check List Ezine Choices Why Banks Say No eguide Evolution of Networking |
|
 | ||
 |
Top 50 Niche Blogs 2009
Top 50 Niche Blogs 2009 | |
 |
Top 50 HR Blogs 2009
Top 50 HR Blogs 2009 | |
| ||
 |
|
|
|
|
|||||||||||||||||||||||||||
 |
|
|
||||||||||||
