Why Can't You Close a Sale?
1 August, 2014
Years ago, before I started my own business, I was in a field sales role for a short while, where truth be told I didn’t perform too badly. I knew nothing really about systems and processes, I knew nothing about closing a sale – well not consciously - yet I still in my third quarter topped the sales table and successfully grew a previously dormant territory. The advantage that I had was I lacked fear and had very few prejudices. In fact, my sales boss advised me not to go into an account purely based on his prejudices, which I ignored and became friends with the owner who happened to be married to the head of one of the largest customer groups in the area and arranged for me to be put in front of the buyers...that is a different story.