THE SALES CYCLE: PART FIVE
Biggest reason for failure
Here is a little known fact that is so powerful it almost borders on the mystical.
Volumes have been written about finding and satisfying the purposes of the prospect, but have largely overlooked the single biggest reason for all sales failures.
The most important step in any sales process occurs before any contact is made between the salesman and the customer!
The following quote attributed to Johann Wolfgang von Goethe is one that I have found very true and applicable to this area:
“The moment one definitely commits oneself, then providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one’s favor all manner of unforeseen incidents, meetings, and material assistance which no man could have dreamed would have come his way. Whatever you can do or dream you can, begin it. Boldness has genius, power, and magic in it. Begin it now.”
When the salesperson has sorted out his/her own purposes before beginning the sales process, and firmly decided to make them happen, miracles become possible.
The single step of finally making a decision on a purpose to do, be or have some specific thing; then commit oneself to it completely, can be extremely therapeutic. It will also open the doors to accomplishment beyond ones wildest dreams. Don’t underestimate the power of this concept.
The vital first step before the sale begins is to establish the goals and purposes of the salesperson!
This important concept will be found missing in other texts on the subject yet it seems plainly intuitive once identified, doesn’t it? And, once it is stated clearly, it does seem as if you’ve always known it.
In part six, I’ll go into more detail about the subject of purposes and how they are used with others in addition to yourself. But the point above is important enough to deserve special attention and bears repeating:
The vital first step before the sales procedure begins is to establish the goals and purposes of the salesperson!
The next part will deal with the important subject of handling purposes in sales generally.
daniel w. jacobs
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