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.<\/p>\n
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.<\/p>\n
To quote Lewis Carroll, “The hurrier I go, the behinder I get.”<\/p>\n
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.<\/p>\n
If I sense this behaviour, my suggestion is to say “Not so fast.”<\/p>\n
Slow down and analyze the situation before making your decisions. Ask yourself if it makes sense. Consult with your colleagues and get their thoughts.<\/p>\n
Not so fast can often be quicker.<\/p>\n
Good selling,
\nRichard<\/p>\n
Have a question about sales? Contact Sakanashi and Associates Inc.<\/a> and I will respond.<\/p>\n Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"