Hello fellow Sales X-Ray technicians and welcome to the third installment of the “Care and Feeding of Prospects” mini sales series. It has been a while since our last post, but we have been working on some truly special new features here at Sales X-Ray so you’ll want to stay tuned.
If you happen to be a fan of horse racing, although fewer and fewer people are each year, it’s still the season when everyone feigns temporary interest for Derby fever. The Kentucky Derby is known as “the most exciting two minutes in sports.” Well I don’t know about you but “the most exciting two minutes in sales” is getting confirmation of payment from a client!
While speaking at a conference in Las Vegas, I asked the audience for a show of hands to see how many of them were familiar with the term “handicapper”. For those of you not familiar with horse racing ease, technically speaking, it’s someone who analyzes and predicts the outcome of events, using various methods of leveling a sport or game.
A sale is not a sport, a challenge to become the victor at the cost of someone else’s win, so I have learned to never handicap a prospect! Trust me this is an easy trap to fall into, and we have all been guilty of this in our sales careers at one time or another.
Myself, having come from a background which includes analysis and handicapping for Fox Sports, I have learned these methods simply do not apply to sales. I once sold a $20,000 franchise to a man residing in a homeless shelter. Who was I, with my preconceived notions, to stand between this man and the dream of owning his own business? I caught a lot of flack in my office at the time for chasing this seemingly unqualified prospect, but I followed my sales process at the time, which unfortunately did not include Sales X-Ray, but I continuously qualified him the old fashioned way at every level of the sales cycle/sales funnel without prejudice. Had I had the luxury of using Sales X-Ray at the time, I would have seen that he was just as interested as any of my other hot prospects.
The point of all this is that everyone in this profession at one time or another has neglected to give someone their full attention on a sales call or meeting because they “assumed” they would not or could not buy. Assumptions are a venerable trap to contend with; by using Sales X-Ray you will truly become the most objective and unassuming sales master, free from all the time wasting and misleading “HANDICAPS”!
We have eliminated the guesswork, so now, step away from the blog, and get back to closing. It’s always closing time somewhere; the race is on!
As always…welcome to the revolution, because after all, life is too short to sell the way you have been. There’s a brand new way and it’s fully illuminated.