Sales is Like Sex
By Scott Groves
Ten years ago I learned a powerful sales lesson I will never forget. It's the difference between 'million dollar salespeople' and salespeople who are broke - living hand to fist month after month. It was pointed out to me that there are two types of salespeople. One type gets rich. The other type of salesperson wakes up unemployed every day searching and hoping for the next lead, and the next sale. This mentor explained to me that "Sales is like Sex". You can either be a "one night stand" or a "partner for life".
Regardless of your marital beliefs, the great thing about sales is you can have dozens or even hundreds of partners for life. You achieve this by developing the mindset of a Million Dollar Salesperson. These rare individuals have developed the understanding that follow-up is not some cute customer service thing that wastes your time. Follow up is a business building activity - a marketing and sales activity that will reward you ten-fold. Only excellent salespeople follow up religiously. It is the mediocre salesperson who believes that follow up is taking them away from making sales. This twisted way of thinking is the reason why most salespeople are dead broke.
So take a good hard look at your own personal activities. Do you follow up in a systematic way with every new client you bring on board - or do you have a bunch of one night stands? Whilst it may sound cool at nightclubs - the reputation will cost you tens of thousands and maybe even hundreds of thousands of dollars in the business world.
Start looking at your follow up as a marketing and sales activity that provides you with the feedback, areas of improvement and opportunities that can make you a million dollar salesperson too! This is a measurable area of business growth - not just a fluffy-feel-good. Sow the right seeds - it will pay you if you are consistently persistent. Turn your clients into friends and they'll turn your bank account on its head.
Scott Groves is a Master Sales Trainer, Author of 6 Books, and Founder of "Immortal Entrepreneurs". His work has been endorsed by names such as Mark Victor Hansen, John Kanary, PhD's and CEO's worldwide. You can contact Scott by visiting http://www.scottgroves.com
Article Source: Ezine Articles
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