Preparation is Key!
Some people close some sales quickly and easily some of the time.
A few people close almost every sale all the time.
The difference is mostly in their level of preparation for their sales calls and their skill in communicating effectively with others. You might be surprised to know that many of the most effective sales people are not normally extroverts, they’re introverts who understand that if you close nearly 100% of your sales calls you don’t need to make very many of them to be highly successful.
There are three primary areas in which every sale is won or lost:
- Your Mind; (see Part 3 for more details)
- Your Preparation and Presentation;
- Your Prospect’s Need.