Connection

Has this ever happened to you, when on a sales call with a ‘hot’ lead… The entire call goes well. You know the prospect’s a good fit. You know the prospect knows they’re a good fit. But at the end of the call, when the time comes to close them, they hesitate. Whatever their objection,…

“Do you have a budget set aside for this?” I asked my prospect, toward the end of our call. “I don’t know…” he said, pausing. “Maybe $2,000.” “Oh. We may have a problem,” I replied. “We cost a lot more than that. We start at $5,000. That’s probably more than you want to invest in,…

There’s a reason why most salespeople and ‘closers’ fail when on a sales call — and why humans, in general, fail in the everyday… It has nothing to do with talent or a particular skill-set (despite what all the ‘experts’ say). The single, biggest #1 reason people fail is due to their inability to connect…