The Reason You are calling, is… – Sales eXecution 3200

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Child Phone

As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or….

This even more true on the telephone where you do not have the benefit of body language to balance out the picture. As more and more sales organizations turn to an inside sales approach, this becomes a greater factor. Without body language you and the prospects are left with only intonation and the words you choose, what and how you say will paint the picture and drive the prospect’s response. What you say, how you say it, and who you say it to, matters.

While I am not suggesting that there are “magic words” or “silver bullet” words or incantations that can turn a sceptic or close the deal, picking your words matters. And it has to be your words, it has to fit with your manner of speaking and it has to help the buyer not only better understand where you are coming from, but also how it helps them achieve their own objectives.

Whether you are in inside sales or a field rep, here is an example that you may relate to. Early on, during the appointment setting call, you will have to give the person at the other end of the line a reason to want to see you. What is that, is it your product, your company, your radio voice, no; it is, as it has always been and will be, what is in it for the prospect themselves.

Many sales people will say that they are looking to “learn” more about the buyer, their company, and buyi9ng process. Well with the demand on decision makers time, they really don’t have time to teach you. You want to learn, well that’s why Al Gore invented the internet, so you can learn about your buyers.

Second favourite reason spoken by reps trying to get appointments: “I want to discuss with you…” Again, do you think they have the time or inclination to discuss, likely not.

So what can you suggest as a reason for meeting? How about sharing some specific steps and impacts you helped others take to achieve their objectives, and how your offering specifically played a role in that, and the specific impact it had on their business. Now this isn’t a creative recital of your features and value props, but specific elements that are tide to OUTCOMES.

The reason I am calling you is to schedule an appointment where I can share with you how we haled XYZ Competitor reduce their logistics cost, allowing them to increase market share by 3% over 18 months.”

No product, no features, no discussion or learning. Instead you are going to show, teach, share, how you have been instrumental in helping others like them achieve specific objectives and results.

“How do I know what their objectives are?” I hear some of you asking. Not as hard as you may imagine, but the topic of a future post; stay tuned.

Tibor Shanto

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3 Elements of a First prospecting E-Mail – Sales eXecution 3051

By Tibor Shanto – tibor.shanto@sellbetter.ca 

e-mail new

While in Canada e-mail has been neutered by our supposed business friendly Prime Minister, in other parts of the free world, e-mail continues to be an effective way to initiate engagement with new potential buyers.  And while some may be shaking their head in disbelief, done right it contributes to prospecting success, but as usual, its down to what and how – the execution.

First thing is defining success. Many believe that success is the prospect calling you back and asking “where do I buy?” But remember “Prospects are Created – not Found”, e-mail plays a role in that creation. In an environment where it could take 8, 9, 10 or more attempts to get a response from a potential buyer, a good e-mail can be a good touch point, and lead to an initial contact, then engagement, purchase, relationship, kids, divorce, and all over again.

But let us approach as we would going for the Holy Grail, a cold e-mail that leads to engagement. What are the three crucial elements?

  1. Subject Line
  2. Body of Message
  3. The Close

Do all these well and you have a shot, miss the mark on one, and you’re beat.

In light of the fact that most e-mail these days will be viewed on a hand held, we’ll present things from that standpoint, the good news is that if you do the mobile e-mail right, it also translates to success for those reading it on a desktop or tablet.
1. Subject Line – if the party you are writing does not know you, the Subject Line becomes the first pint of triage. It will determine whether they open it, save it for later reading (ya, later, OK), or just delete it at the speed of light. As a result you have two choices, you can mix them up, see if you see a pattern based on role, industry or other factors.

First method, not mine but based on a study of some 30 million e-mails, suggests that having nothing in the Subject Line. Nothing or ‘RE:’ followed by nothing. In some ways it makes sense, human curiosity, drives people to bring down the thumb find out.

But my preferred method takes this further and drives the two elements that follow. I like to use the final call to action, The Close, element 3, as the Subject Line. So if at the end of your e-mail you propose a call Friday at 2:30 pm, then use that as the Subject Line, but add a question mark at the end.

Subject: Call Friday at 2:30?

The natural instinct is to see if you had in fact forgot a call, or scheduled one in error, or if your admin had put something in that you missed. The effect is the same “Did I miss something, let me check this out, let’s take a look.” Leading is to element 2.

2. Body of Massage – the body needs to have two must things, first brevity, second no fat.

I can’t emphasise the importance of being brief. Two lines at most. I want you to be guided by the “Two Flicks of the Thumb Rule.” The first flick is to scroll down once; the second is either Reply or Delete. Which is why we have no room for fat.

The best way to achieve that is to include and highlight only those things that speak to the prospect. Nothing about you, nothing about your company, just how you can help them deliver against their objectives. This is harder that it sounds, because as sales people are geared to talk about their value prop, and other irrelevant things.

Based on your research, previous experience, and those things you learn from 360 Degree Deal View,  Identify a specific impact or outcome you can deliver based on your assessment of their objectives, and speak to that.

I am writing to schedule a call to share with you how we helped Close Competitor Inc., add an additional service call for each of their trucks on a daily basis, leading to an 8% increase in revenue, 11% increase in margins, and a 12% improvement on return on assets…

Which brings us to the third element, The Close.

3. The Close – is your call to action, the ask from the call, and as we know from the Subject Line, it is a call Friday at 2:30 pm. So continuing from element 2:

“…leading to an 8% increased in revenue, 11% increase in margins, and a 12% improvement on return on assets. I will call you for an introductory call Friday at 2:30.

Thank you,
Alfred E. Neuman”

The important thing to remember is that this e-mail may be one of a number of touch points, and it is important that it is planned in context of a complete pursuit plan. If this e-mail is the first contact, what will follow, if you had phoned prior, how does this e-mail fit in? The specific version above is geared as a first e-mail, if you had called and sent a previous e-mail, you will need to vary it.

But for first mails, with a realistic expectation that there will need to be more touch points in the process of creating a prospect, this is a good start.

Tibor Shanto    LI Bottom banner

3 Reasons To Stand Up To Sell Better – Sales eXecution 2832

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Standing

Not only is standing up healthy, especially for a profession that spends a lot of time on its ass, but there are some specific ways why selling on your feet will help you sell better.

  1. While Prospecting – Most people will prospect sitting behind a desk, some although less and less, will have the phone in one hand, and a pen in the other, or one hand on the keyboard. Leaving them in an awkward position and unnatural position. Better to get a headset, ditch the chair and stand up, walk around, use your hands, and speak as though the person was in the room with you. You can get animated, step into key statements and sound like you are having a conversation, not pitching. If you need to take notes, elevate your notebook (paper or computer). Moving around with help you listen, think and respond better.
  2. When Presenting – Whether you are presenting to an individual or a group, stand up. Most sellers naturally sit down and conduct presentations that way, but it is better to stand, even when presenting to just one person. It gives you an air of authority, expertise, and leadership. Just the simple act of having them look up at you helps reinforce your expertise, and gives greater impact to what you are saying. This important not only when you presenting early in the cycle, but when you are presenting a proposal. As you move around, you become the focus, as you respond to questions you continue to demand attention. You can approach each person as they speak or you want to make a point, you can make a large room an intimate sale.
  3. When You Have To Think – We have all heard the expression “thinking on your feet”, well it is more than a figure of speech. I remember working for an executive who had a smart habit, she looked after her own health and that of the business in an interesting way. Whenever you scheduled an appointment with her, wanting to discuss something, she would take you for a walk, a brisk walk, she could move, outside. Her thinking was that it would limit the junk one would bring, not wanting to schlep stuff around while trying to keep up. You had to come prepared to not only speak what’s on your mind, but also to answer any questions she may have, and with no supporting documentation, or laptop, you had to know your stuff. On the other hand if you did, you would be free of all the paraphernalia, and as with the above two, free to think on your feet and have a great one-on-one with your boss.

Not only is standing and walking better for your health, it is better for selling and winning. Try it out, and when you are truly a convert, and the whether permits, take your new prospect for a walk, on your very first meeting, demonstrate your expertise and value, and get him/her out of the office and usually distractions that come with it.

Tibor Shanto

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The Ultimate Beneficiary – Sales eXecution 2770

By Tibor Shanto – tibor.shanto@sellbetter.ca 

Market-Research

There certain things that people tend to “speak” in sales circles, which tend to be “tribal” in nature and are often mouthed to suit the circumstance or attain peer acceptance. But when you dig a bit you find that some of the things they speak to or of, don’t always reflect the way they actually execute. And since talk is cheap and the payoff is in the action, it is important to look at some and see if we can get some change, no, not for the bus, but for better sales.

One area where is who they target and pursue to gain engagement and traction, if not the sale. When you ask some (not all) sales people who is important to them in getting a sale or a deal done, they often respond that they need to get to the decision maker. Since that is not usually a title and the function varies from deal to deal, I find that response wanting.

When I ask some sales people who they sell to, especially without giving them a reason for the question, I often hear people who are users, and lower level decision makers, like managers, office manager as an example. Nothing wrong with these people, but they are often implementers or contributors to decisions, but not what we are looking for. When I push the issue, they’ll say “oh ya, well we also call on the executive or C suite”. Better but still, not the answer we were hoping for.

Given the way purchasing has gone over the last few years it is better to redefine the answer away from title, and more into roles. While I would not discourage anyone from going high in an organization, it is always good to be in tune with those setting the strategic decisions, they are not always the ones who decide, or decide the way some sales people would think.

Many senior executives place less importance on the actual product or services decided on, and put more emphasis on the how their teams see the offering, is there consensus around one product versus another. When there is, it means smoother (read less costly) implementation, greater adoption, and other more desirable outcomes, that in turn help drive objectives.

In light of the fact that there is often so little real differences between the offerings on the short list, senior leaders will often go for a product that may score 1% or 2% less on the comparative chart, but has the support of all, where the top one may have less than unanimous support.

In light of the fact that most leaders buy things to drive and attain objectives, and they rely and delegate aspects of that to others on the team, the goal of a seller is to identify and engage with the ultimate beneficiary. Sure it would be simple to say that’s the person at the top, but in day to day terms, it is the person who most relays or is impacted by the work and output generated by what’s being purchased.

Since buying and selling are economic activities, let’s stick to basic economies, supply and demand. Who generates the demand for the purchase in question? The person or people who are the ultimate beneficiaries. Based on the specifics it could be the VP of Marketing, or it could be brand manager for a specific segment. Identify the people who most benefit, and you will be in a position to not just create demand, but if it already exists, shape and influence it. Do that in a way that aligns with their objectives and those of the company, and you’ll be pleased with how those beneficiaries will influence the purchase process and decision.

What’s in Your Pipeline?
Tibor Shanto 

Social Selling is Just Good Selling – Sales eXecution 2440

By Tibor Shanto – tibor.shanto@sellbetter.ca

Last week I had the honour of placing in the top 10 of the 30 The Top 30 Social Salespeople In The World.  But more than ever before it highlighted the need to unhyphenate sales, and focus on those things that make sales people good at what they do.  I can’t speak for the others on the list, but I do not see myself as a social seller, but as a sales person who takes the profession seriously, and as a result of that commitment use every available tool to communicate with my market, and deliver avenues and means for them to achieve their objectives vis-à-vis their business.

top30socsale

This is why I had some gentle fun with Social Selling’s predecessor, Sales 2.0. These are not just marketing terms, but limiting terms, especially in the hands of the wrong people, especially the pundits. If Sales 2.0 was the label for those who were leveraging Web 2.0 tools and opportunities in their sales, then what number do we assign to those sales people who were early adopters of the first wave of web capabilities, Sales 1.0? What about those of us who jumped on things like portals, the original BlackBerry pagers, Sales 0.0. And what of the sales people who invested in Palm Pilots and green screen e-mails, Sales -1.0. Take to the logical conclusion voice mail in the 1908’s Sales -3.0, answering services introduced in the 1930’s Sales -6.0, etc.

Silly marketing terms that pre-occupy sales people and sell products for those selling to sellers. So let’s unhyphonate sales, especially silly, potentially revenue destructive labels like “No Cold Calling”, “Referral Selling”, “Trigger Event Selling”, and others. These address one small aspect of sales in a very incomplete and ineffective way and serve only to sell a product. This may explain why some were left off the list who are in one light much more “social” than many of us on the list.

I can only speak for myself, but I suspect I was on the list because I love selling, and writing about selling and will use every available tool and means of selling better, these days that includes social. I think if you want to hyphenate sales, there should only be one Good-Selling, everything else is just packaging.

What’s in Your Pipeline?
Tibor Shanto

 

 

Sales Leaders – You Get What You Ask For – Sales eXchange 2372

By Tibor Shanto – tibor.shanto@sellbetter.ca

Money on scale

Price is a ‘big’ subject for all in sales, right from those developing product, to marketing, all in the sales organisation, and as important as any, the customer. We all have an economic and emotional involvement in it, yet it often continues to be a challenge for all in the chain.

I think one reason is the message many sales leaders send their teams, and their peers in the revenue generation process. I think in some terms, it is the mixed messages they send that confuses and leads to undesired results.

One obvious factor and lever is incentive. I keep hearing, as I have heard throughout my sales career, that incentive drives behaviour, if so why do so many companies (senior sales executives), continue to reward sales people on the price they get, rather than the profit that sales person contributes? I used to work with someone who kept insisting that companies go out of business due to lack of sales. He would never accept that in fact businesses go under due to a lack of profits. Even when I showed him that many businesses had their best revenue days when the bankruptcy trustees were holding liquidation sales.

I have fund that companies who incent their sales people based on gross profits are consistently better aligned with their reps, and achieve mutually better results. But many continue to base incentives on top line gross revenues, others on some proxy for revenue or some model of potential residual revenue stream to materialize in the future, even when the incentive is paid out now.

Sellers who are paid on revenues only, are more likely to discount, and advocate for the buyer, rather than drive mutual value. As we all know, a $500 discount on a $10,000 piece of equipment, can have little impact on what the reps gets paid, but could be a huge part of the gross or net margin.

One has to wonder why in today’s economy anyone would pay out based on top line vs. GP. One company I worked with couldn’t really tell you what their margins were, as a result they went with paying on the top line, which only compounded the issue, as they didn’t know if commissions were wiping out the last bit of profit, or… At the end of the quarter they were either profitable or not, but either way not by design. This may be an extreme example, but I don’t think it is rare.

It is not just about the company’s profits, but many who pay on GP, are able to attract and develop better sales people. Sales people who want to and sell at full value, a true win-win-win situation. The same instincts that allow sales people to choose a discount when paid on top line, drive sale reps paid on margin to deliver value for all three key parties. No value for the client, no sale, no commission; no discounts offered, because those come as much out of the seller’s pocket as the company’s. Clients don’t get gouged, because there would be no sales, no commission.

There is no doubt that switching from top line to margin payouts cause reverberations, and push back from sellers. But I am willing to bet that only from those who can’t survive on the crumbs they leave in any given deal. Sometimes you need to shake things up, thin the herd to make room for those who want to feast along with the customers and their employers.

Please, New Is So Old Now – Sales eXchange 2361

By Tibor Shanto – tibor.shanto@sellbetter.ca

Future

I got a note from one of the pundits in my inbox telling me things I should do for sales success in the New Year. You may expect these type of things mid-way through December till maybe January 10th, but after that it is just an indicator that they don’t really understand B2B sales at all, and the customers they get as a result, they deserve.

As a sales person your really do need to live in the future, and fulfill in the present. You need to live in the future for two simple (probably more) reasons. First, if you are going to deliver real and lasting value to your customers you need to leave “ahead of them. If you are going to deliver to and drive their objectives, you have to be where those objectives will unfold, and that is almost always in the future. Especially with business leaders, be they leading small or large global companies. If you speak to these folks and you should, (as well as speaking to everyone else in the organization, it is not one über the others), you will notice that their horizon is in the future, based on who they are it could be six, twelve, eighteen months or more in the future. The have delegated the present to others in their organization, in the case of small business, they have relegated it to a different part of their thinking.

So if you are going to align and sell to them today, you need to be thinking and talking to things they thinking about, which means they have been in 2014 for some time, cranking up you preparation now, like the pundit suggest, nay, scream to the buyer, “This guy is no for you”, as my fellow Tull freaks will say he is “Living In The Past”. If you are going to step in to the roll of thought leader for these buyers, you need to recognize that you need to lead from the front.

The other reason you need to live in the future, is driven by the realities of calendars, fiscal years, invoicing and the payable cycles of your buyer. Let’s say you have a three month sales cycle (handshake to close), and you get paid when the first invoice is paid, 30 days is acceptable period for an invoice to be paid, you are going to need four months of run way for a deal to count towards your number this year. Which means anything you start after September 2, will be next year’s number. If it counts and you get paid, when the contract is signed, then that date moves to October 2nd. So if you were going to look at doing things a new way for 2014, you will have need to start that process last September or October, not January 26.

This is not to say that you should not always be adding new elements to your selling, just look at that as an ongoing part of your personal development, not an event tied to the New Year. Yes, I know the pundit needs to sell too, but you don’t have to buy if it will not help you now, or in the “now future”.

I am going to keep this mail as I am certain it is the exact same one she sent last January, with dates changed. I am not sure if I remember because it irritated me last year, or the fact that they used a stock photo used by a million other sites.

What’s in Your Pipeline?
Tibor Shanto

Slow Down For Faster Results – Sales eXchange 2350

By Tibor Shanto – tibor.shanto@sellbetter.ca

Slow motion

I’m a firm believer that our habits and how we execute specific tasks do not vary widely from task to task. Sure we may be a bit more diligent when we are doing something important for the boss, bit more casual in social endeavours, but in most cases it is about degrees, not wholesale differences. Now if you are doing everything perfectly this isn’t a bad thing, but most of us are not perfect, we’re not living that idyllic reality, and therefore have to deal with our bad habits, and their consequences.

One thing that seems to get consistently worse is the tendency to rush things, and the problems that can lead to. This is accentuated by the many and growing number of things we have to get done in the same or less time than before.

It seems that more people today skim or scan documents, e-mails and other reading, rather than giving it full attention, as a result they miss things that are important to the outcome; they then have to backtrack wasting more precious time, more than they saved by skimming.

Same can be said for the way people read their e-mails, in fact it may be more accurate to say how many are not reading their e-mails. I have spoken to others about this, and I know I am not the only one who finds themselves posing a specific question in an e-mail, only to get back an answer that barely if at all answers the question posed. You can tell they rushed, skimmed the original, and responded to what they skimmed, not the question asked.

This leads to a couple of additional notes back and forth, this wastes time and energy on both sides, but while sellers are free to waste their own time, this end up also very much wastes the buyer’s time, which can lead to consequences, especially if they pose the same to another vendor who takes the time to respond completely and fully. At worse you come off as being evasive, at best tardy.

One of the goals of any good sales person is to make it easy for the buyer to deal with you, in essence to buy from you. While this may not always be in your control, slowing down so you can be more effective is. I know there is pressure coming from all side these days, but it is important to manage it, especially early in the relationship. If the buyer feels that you are rushing and taking short cuts through the selling phase, they can’t help but ask if that is the level of attention and care they will face once they commit?

One easy way to solve this is to actually set aside time through the day for e-mail and voice mail. One reason for the skimming is that we are doing e-mail while we are doing other things, and as I have said before, we are not built for multi-tasking regardless of what the pundits will tell you. As highlighted in the Sales Happen In Time Booklet, carving out time to do things properly, including e-mail, will make you more productive, less stressed, and come across as the pro you are.

Here is another real world example, I am currently running a contest to win tickets to the Art Of Sales, an opportunity to take in Dan Pink, Matt Dixon, and other sales thought leaders. To enter, all one need do is fill in three points of data, name, e-mail, phone, and to tweet the fact that they entered the contest. To make it even easier, the tweet is all set, they just have to hit the bird. In bold letters they are told the no tweet equals no entry, yet half the entrants skip that step. My guess they skimmed, went on auto pilot filling out the form, and rushed to the next thing. Oh well, better odds for those who read and completed the task they needed to in order to win.

What’s in Your Pipeline?
Tibor Shanto

Go For That Hail Mary Now – Sales eXchange 2331

By Tibor Shanto – tibor.shanto@sellbetter.ca

Hail Mary

When we hear the phrase Hail Mary, we think of the end of half or end of game, a last chance play or pass, a buzzer beater, usually accompanied by some level of desperation (perceived or real). This a ritual not limited to sports, it is practiced in B2B sales, but under different names, fueled by the same need, and with all the same negative connotations; the end is nigh, and you know the drill. We’ve all seen it or lived through it, the end of quarter (or other sales period) deal coral and round up time. All rules and reason go out the window, it is all about the close; your manager’s vocabulary is reduced to four words, “Have you closed _________?”, no vacations, and god forbid if your wife goes into labour before the 31st.

Don’t get me wrong, there is nothing wrong with long shots, this is more about which, why and when. I love long shots, some of my best opportunities resulted from me taking a shot on things others ignored, or by taking an approach everyone would have bet will lead to disaster. But you have to pick them, because as we have said here repeatedly, time is a non-renewable resource. But they are long shots for a reason, and you need to select them for the right reason, and more importantly make sure you select them, rather than them selecting you, in the form of an all or none situation.

Long shots should be over and above the real opportunities in your pipeline rather than the only things in the pipe. This allows you to stretch, experiment and discover new ways to sell without bringing unnecessary risk to your quarter year, or overall success. With a blended pipeline with ample coverage, long shots are fun, and can be rewarding. When approached as a bonus, they allow you to explore new sectors, prospect new people, and expand your repertoire, expand markets, and open new referral channels.

Plan your long shots with the understanding that will need a lot of run way. Why most sales Hail Mary’s fail is that they are not given enough time to unfold properly. Instead of waiting for the last Wednesday of the quarter, start your pursuit on the first day, start two, as chances are that at best one may work. But make sure you start with enough time to have a “shot”.

Make sure you not only have a plan B and C, and beyond. Just due to the nature of these opportunities, you are likely going to need a plan G, M and maybe even a plan T (plan T;s are my favourite).

One of the things I enjoy most about Hail Mary’s is the opportunity to talk to people in roles I don’t normally deal with, and in types of accounts outside my normal ones. This is not only challenging in a way that allows me to sharpen skills, but is fun, and you do have to have fun. When I win, there is more than money, and if I lose, well it is not my core pipeline.

So yes, take the long shot, go for the Hail Mary, but do it now, not March 25.

What’s in Your Pipeline?
Tibor Shanto

5 Things You Need To Stop in 2014 – Or Any Year – Sales eXchange 2320

By Tibor Shanto – tibor.shanto@sellbetter.ca

Five

As we headlong in to the New Year, and wipe the slate clean, symbolically in or in actual ways, you are going to face two certain things. First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013.

Here are two things you need to do, first capture all that advice on your favourite cloud storage area. This way you can revisit it next Christmas see who had insights that paid off, and who was stinking out the joint. Second, rather than focus on what you should do, why not try not doing some things that have prevented you from being more successful than you are. Here five things to consider, there are probably others, try these, or three of these, but before you start new things, and coming more skills and talents, start by shedding some to make room for the new. So in 2014 Stop

  1. Being Trendy – There is always a new trend, a new tool, a new way, to be successful, but new is not always better, it’s just new. Successful sales people master things that work and then stick with them till they stop helping them succeed. Sales skills, like any skills, aren’t tied to a calendar, or product releases, they are tied to effectiveness, so focus on how effective something is in helping you sell better, and sell more. There are always new offerings, but will they help you achieve new levels of success, or just help the people peddling them find a new follower?
  2. Fixing Things – Most sales people these days remind me of solutions running around the country side looking for a problem, wearing t-shirts that read “I never met a prospect whose problem I couldn’t fix”. Well a lot of prospects don’t have “problems”, and therefore don’t see the need for a solution. But they all have objectives, focus on that, and you engage with more potential buyers, and sell more. Don’t be that shmuck who described his role as a sales person as “I find the soft underbelly of the prospect, stab it, then offer up the cure”.
  3. Talking – Yes, you’ve heard this before, but did you listen. Ask good questions – tough questions – questions they haven’t heard from the shmuck above, and herds like him. Questions about their business, not your “solution”, then shut up, listen – don’t finish their sentence for them. I was out with another sales trainer recently, and if I had a dollar for every sentence the prospect was not allowed to finish, I would have had a financially rewarding day, but as it is he talked us out of the sale. Take notes, have follow up questions, but let them do the talking.
  4. Listening – To everyone other than the buyer, for one simple reason, they are the ones who will write the check from whence your commission comes! If they can’t directly contribute to your sale, they are wasting your time, and time is a precious resource.
  5. Hesitating – There are a million things that can hold you back, but the worst is you. What’s the worst that can happen, you learn something and have to try again. What’s the best, you act and get results. Yes, hesitating does have more predictable outcomes, but usually less desirable than executing your well thought-out plan decisively. Don’t second guess yourself into to the safety of mediocrity.

Happy New Year!
Tibor Shanto

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