Friday, July 22, 2011

How Hot is Hot?

A heat wave has settled over the eastern part of the country, and it is hot. It made me think about what I wasn’t doing because of the heat. I haven’t gone for a walk. I haven’t hung out outside, and I run from the air conditioned building to an air conditioned car.  So I wondered, what don’t you do when you have a really hot lead?

Do you hurry pasts some sales steps if they are pushing really hard? Do you skip the assessment, your intro, the close? What part of the process is OK to skip? The answer is you cannot skip any steps in your sales process if you want to be successful.

Once you start skipping steps, you start making assumptions. These always have a way of coming back to bite you. Work the deal, follow the steps, and the money will follow you.