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The Ruby Group | Akron and Columbus, OH

Matt White

Do you want to grow your business? Are you a business owner looking for exponential growth in the coming months and years?

For most kids (and their parents), June means no more school, no more waking up at the crack of dawn, no more packing lunches…and most importantly, no more homework!

“I just can’t get her to make a decision.” “He’s stuck on price, and I can’t get beyond that.” “She has so much pain, but she doesn’t see the value in our service.” Any of these sound familiar?

Think you can’t compete with the “big guys?” Wondering if you’ll ever push beyond the plateau of being a “small business?” If you’re ready to take your company from where it is to where you want it to be, you have to behave differently. You have to be proactive to make it happen.

David Sandler had a great quote that goes like this: “Selling is a Broadway show performed by a psychiatrist.”

Have you ever been sitting in a meeting or on a call when your prospect asks a question that should have been addressed a long time ago? Most likely, you know there are certain questions that are always going to come up at some point in the conversation; but for some reason, they always catch you by surprise.

Next time you’re talking with a prospect, think of them as a string; pushing won’t do any good. Instead, consider pulling them…ask questions, understand their situation, and recognize whether or not you can really help. If you can, tell them you can; and if it’s not a good fit, be honest and let them know.

Last week, we addressed two mistakes you’re making that are keeping you from a 50 to 80 percent close rate. Today, we’ll continue with three more.

Did you know if you just changed a few things, you could improve close rate in a big way? It’s not rocket science, but it does involve a change in mentality. Since adjusting my own mindset around sales and business in this way, I’ve seen close rates of anywhere from 50 to 80 percent in a given month. In this two-part series, I’ll share five reasons why you didn’t convert more of those prospects into clients…and what you can do to improve.

Sandler Sales Training can only take you so far. There comes a time when you have to make a choice: you can wimp out and fall back into the seller’s system, or you can be brave for five seconds to ask the hard question, tell the prospect he’s not the right fit for you, pick up the phone and dial, say something that’s not in your best interest, or just simply be quiet.