Wednesday, August 31, 2011
Another leader of a country is being hunted down like a rabbit. How does this happen? Large and in charge one minute, hiding in a hole the next. This can happen in your sales deals too. One minute you are in control, the next the process is shot and you are there are people running down the streets.
How can you stop this? Truth be told, you can’t always. A sale is a slippery thing that can slide away, and the harder you hold, the more likely it is to slip. Preparation, anticipation, and perspiration are the best preventative measures.
Preparation, know all the W items. (Who, What, When, Where, and Why) The more you know, the less surprised you should ever be.
Anticipation. If you have prepared, you will be able to know where the process is headed and keep it on track if it starts to stray.
Perspiration. The harder you work, the better you are able to know what is going on.
Work hard to stay ahead of where you know you are going.