Thoughtful Thursdays – Not so fast
Working with new business owners, all anxious to get their ventures off the ground, I sense a behaviour common to those new at sales. Today’s thought is directed to that group.
The behaviour I am speaking about is the rush to please. I do not mean the positive behaviours of quick response or fast deliveries. The rush to please I am referring to results in running around, spending time inefficiently, potentially reacting to objections with unnecessary price discounting and lengthening the sales cycle.
To quote Lewis Carroll, “The hurrier I go, the behinder I get.”
Be eager to help, but not at the expense of your business. There are prospects who will test you by creating a sense of urgency in order to see what your reaction is, in quest of a lower price. If they have a current supplier, guess where that information goes? The shame of it all is that you do not make the sale in spite of the rushing around.
If I sense this behaviour, my suggestion is to say “Not so fast.”
Slow down and analyze the situation before making your decisions. Ask yourself if it makes sense. Consult with your colleagues and get their thoughts.
Not so fast can often be quicker.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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