- A quick no is much, much better than a 6 week maybe trying to find a yes. If you can’t find a solution within a few days what makes you think one will magically appear later. The sooner you can give a definite answer the less disruption you will cause in the life of your client and others who may be affected.
- Never chase a dead deal. This will waste your time and sap your energy. Instead of wasting your time on a deal that will never close, work on improving your marketing systems and getting more prospects in the door.
- You can’t be everything to everybody. Your life will become much easier if you will specialize in a certain niche and learn it backwards and forwards. This will not only make closing sales easier but it will also make it easier to get prospects in the first place because you will be able to target your marketing specifically to the type of prospects you want.
- Under-promise and over-deliver. If you tell a client 3 weeks and deliver in 4, you’re bad. Promise 5 weeks and deliver in the same four, and you’re a star! If you promise an extra bonus worth $100 and deliver an upgraded bonus worth $200 you’re a hero!
- A good salesperson will always understand the needs and objectives of their clients and in doing so will sometimes advise the client not to complete a transaction. Never suggest a client do something that you would not if given the same circumstances. If you concern yourself with satisfying the needs and objectives of each client your overall income will naturally increase regardless of what happens with individual transactions.
- Ask questions of your client; find out what their goals and plans are. You can help your client most by asking probing questions. You wouldn’t expect your doctor to diagnose and prescribe for you without ever asking a question would you?
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