A Man on Fire

If you encountered a man that was engulfed in flames would you waste his time and yours discussing the benefits of fire safety or would you put out the flames? Of course we know your answer, but in sales we do the opposite every day.

When is the last time you watched a prospect's eye glaze over partway through your presentation? Or the last time you left an appointment feeling great only to find out later that you can't get the prospect to return your calls?

You may have been selling "Benefits and Solutions" for someone who was in the market for a product. They already knew what they wanted or needed and rather than selling it to them, you used your allotted time to convince them of something they were already committed to. Buying the product you sell!!! Unfortunately, you lost them. You wasted their time. You wasted your time. And the first person to walk in their door ready to sell will get the deal.