Only four possible outcomes exist when you meet with a
prospective customer or
client for your health and wellness business:
- sale - your prospect commits to buy now
- milestone - your prospect takes specific action to move the sales
process closer to a decision
- continuation - your prospect indicates a general willingness to
continue the process but does not take any specific actions to move
closer to a decision
- no sale - your prospect actively refuses to make a commitment to
buy
1) Actions
speak louder than words.
Notice that we emphasize ACTION -- what the prospect actually...
2) Only
milestones represent progress towards a decision.
You'll improve your selling effectiveness by understanding...
3) Plan your
selling activities around milestones.
Plan every sales call - whether over the phone or in person - to achieve...
4) Recognize continuations for the non-progress they represent.
It's easy to feel good about a continuation...until you realize...
5) Tie
compensation to milestones, not just sales.
A compensation plan tied strictly to done deals only
makes sense if...
6) Tired of
unreliable and ridiculous sales forecasts?
Don't ask your salespeople to tell you their estimate of... |
