Monday, June 27, 2011

A to Z Guide to Selling More: Z is for Zig Zag

Selling is challenging because we are constantly adjusting to changes. Conversations with prospects don't go as intended. Unanticipated competitors wedge their way into good accounts. Loyal clients take new jobs, and you don't click with their replacement.

To meet your goals, you must zig and zag. Scan the road ahead, anticipate obstacles and try to imagine what is waiting around the curve.

Before making a call, ask two questions.

  • Why would the customer buy this for me?
  • Why wouldn't the customer buy?

Best and worst-case scenario thinking keeps you nimble in a call and helps you keep up with the client when the road to a sale zigs and zags.

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