From the course: Sales: Practical Techniques
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Staying on the sales tightrope
From the course: Sales: Practical Techniques
Staying on the sales tightrope
- Now, one way of looking at the sales process is that you're walking along a tightrope. And you go from the start along this tightrope to the money, the sale, the profit at the far end. And all you have to do is not fall off the tightrope. So in a way, it's quite easy, because each step is easy as you go along the tightrope. But in a way, it's difficult, because if you put one step wrong, you're off the tightrope and you can't get back on. So this diagram here shows the tightrope. So all you have to do is make sure that you get all of these steps right. And we'll be looking at some of this stuff during this course. So the first thing is to make sure that you prepare. If you turn up to a customer and you haven't prepared, suppose you get their name wrong or you accidentally reveal that you have no idea what their company does, you're off the tightrope. It's disrespect and you're off. So you have to do a bit of preparing. Linked to that the next step is if you're late. So if you turn…
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