Of Course You Want All The Sales

Barack Obama, responding to those who have suggested that he consider becoming Hillary Clinton's second in command; "I am not running for vice president," Obama said. "I am running for president of the United States of America." He is not interested in second place and neither should you. Translate that philosophy into the sales arena and one could say that one wants to close every sales opportunity. Second place in a sales contest is no order received. 

Of course you want to win with every opportunity! If you do not believe that you will close the sale, why are you wasting your time and your prospect's time as well? Zig Ziglar once said "I don't necessarily need to close all the sales, just the next one!" He is right. You must be expectant and positive, otherwise you lose. 

Tiger Woods reflected on his performance after winning on the final hole at Bay Hill today; "It's knowing that you have an opportunity to end the tournament, and it's in your hands," he said. "Whether you do it or not remains to be seen. It's like having the ball with a few seconds to go. Do you want it or not want it? I would much rather have it in my hands."

As salespeople, we too want the opportunity, the momentum, the energy, the excitement, the solutions and the chance to prove our worth to our customers. It is in the demonstration of the value we offer that we increase our sales. We are winners already because we are in the game to win; ie... we are engaging our customers with the goal of exceeding their expectations.

Focus, whether it's politics, sports or sales, provides the clarity and purposeful drive that leads the way to our inevitable success.

We not only want all of the sales, we expect them. 

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...........................
Daniel Sitter
Author

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Comments

[MrPositioning.com (Stanley Bronstein)]

One thought I have after reading your article is that we have to learn to ALWAYS put the interests of our target audience first.

I've had times where I did NOT make a sale (or pick up a client), simply because it was in their best interests not to do the work.

For example, much of practicing law is optional. I typically advise my clients of their options and sometimes I will quite frankly tell them that they do NOT need to do something at the present time. They may want to do it later, but for the moment it's optional. People appreciate that.

They always come back to me later and they always send me more clients.

Sometimes, the best gain is to soft-sell.

Mr. Positioning
Stanley F. Bronstein
Attorney, CPA, Author and Professional Motivational Speaker