This week I desperately needed an electrician and a carpet cleaner. I can hear you yawn already, but hear me out.
I did not care how much they cost and had no concern if they did a good job – I just needed them right away. The problem was I could not find time in my day to search and call even one of these tradespeople even though it was urgent.
So here is my point – if extremely busy decision makers don’t have the time to conduct even the most urgent priorities in their everyday lives, how can they possibly have time to assess, question and commit to purchasing the world’s most beneficial products companies are trying to sell them?
The sales process is even harder than we think because we know we have a great product, with strong benefits at a great price, yet it is often painfully slow to generate consistent revenues. I believe the reason for slow sales is not about benefits or price, it is about decision makers literally having the time to say “yes sign me up.”
The solution – for the best results in professional selling, my view is that we must regularly get in front of decision makers, build a strong relationship, conduct a compelling presentation and obtain commitment on the spot. If we don’t close the sale right away – even the best product or service gets quickly lost in the crazy mayhem of everyday life.