Six: Not seeking out new business Long ago I consulted a client that would price out a job based upon how much they needed to pay the bills that month. In trying to identify this irrational thought I came to find out that they did a horrible job a continually seeking out new business. One […]
Six: Forgetting to follow-up I am not sure why I did not make this number one. I have seen more deals lost simply due to not following up with a potential customer or client. If you are going to spend a ton of time trying to convince someone to buy what you have why would […]
Five: Being judgmental We live in a world where we do not necessarily agree with our next door neighbor. We are still neighbors, we say hello and make small talk, but we may not agree with their choices. When providing solutions to your potential customers you will find times that you have something to sell […]
Four: Getting on topic Many deals are lost simple due to not being focused on the customer and not presenting what is in it for them and providing a solution to help them win. It is important to do your homework and plan out how the presentation will flow. This will help you to stay […]
Three: Not researching your customer or potential client Not having a plan before working with a customer or a potential client is a recipe for disaster. Whether you realize it or not, almost everything you do in life is planned. Each day you plan on sleeping and eating, but we often do not plan how […]