The problem with over-agendizing your meetings.
I was all excited for my first “door to door” sales job!
My boss called me & gave me a training session which had a lot of motivation and the 6 famous steps of selling:
“ You must follow these steps to close.
Preparation, Approach, Presentation, Objections, Price discussion & Close”. He said!
All pumped up, I went out for my first sales meeting.
Few minutes into the meeting, the client asked me rates.
“Mr. Customer, wait let me explain you about these features first ”, I said with enthusiasm.
After all, I knew Price Discussion was the 5th step and I was on step # 3 still!.
He opened the topic once again but I waited till I reached step # 5.
Long story short,
I lost the sale!
Lessons learned:
1) Do not over-stratagize for meetings. Prepare well but go with the flow.
2) Listening to people will help you understand their needs. Practice listening effectively!
3) Talent can take you up, ability to consistently adapt will keep you there.
“A wise man talks because he has something to say, but a fool talks because he must say something.” Unknown
Agree?
