Have you ever had a conversation with your significant other and as they are speaking you make a decision on what they are speaking on, hoping the one-sided conversation will stop, only to find it continues, regardless of what you said? It was like they did not hear you.
How about the time your kids were insisting on something and you replied: “No.” However, they continued on making their case and hoping that with the consistent badgering, you will actually give in. Again, were they even listening?
Momentum is defined as; ‘the amount of motion occurring in something that is moving or the force that drives something forward to keep it moving.’ Once you gain momentum in sales, the trick is to keep it going. I have seen some gain great momentum in their sales careers only to have it come to a screeching halt.
Have you ever had a conversation in your personal life when someone refused to make any eye contact with you? How did it make you feel? How about, during a business meeting when the other party refuses to make eye contact? How does that make you feel? However, do you refuse to make proper eye contact with your friends/prospects?
You had a great presentation. All of the decision makers were present. It has come to an end and the decision is about to be made. Unfortunately, the decision is ‘no.’ Now what?
You have planned for a couple of weeks. Put everything in place for a very important meeting with a major prospect including travel and accommodations as you will need to be there the night before to be able to meet them on time. Then you get the call: “Hi. I will be coming over to your town and would like to meet Tuesday instead of Monday.” All you can think is: “But, I had everything arranged for Monday in their city.”
I love this time of year. Not for the sunshine, singing birds and the warmth of the summer months coming, but rather, for the lie that everyone tells themselves about sales for this time of year.