The biggest lie Salespeople tell
One of the best experiences for some salespeople is walking away from a Prospect / Client meeting feeling like you nailed it. You had a great conversation, you explained your products or services, and they were so receptive. They asked great questions about your company and what you have to offer. You leave feeling on top of the world because they like you. People do business with people they like. Right? You know the next time you talk; you will be able to make the sale. After all, you made a friend.
I speak with way too many salespeople who have these great feelings after this type of meeting. When asked about the meeting, they will answer, “It was fantastic!”, “We really connected!”, “They love me and were really into our company!”. All stated with enthusiasm and 100% conviction that something fantastic was achieved.
Then, when the Prospect / Client won’t return e-mails and phone calls, the salesperson is totally deflated. They have gone from the top of the world to the that dark place, questioning themselves and their profession. They can’t understand why their “friend” would ghost them like this.
They are guilty of the worst lie a salesperson can make. Lying to themselves.
Ask these real questions about prospect / client meetings:
• Exactly when is the next meeting?
• What is the agenda of the next meeting?
• What are the expected outcomes of the next meeting?
These are just some of questions that determine a “GREAT” business meeting.
BEFORE you leave a client meeting, you and the prospect / client should know the answers to all these questions, and more.
Sales is a business process, with many complex steps. The mindset in which you approach your business is critical to your success. If you are leaving business meetings without a solid plan about the next step in the process, you ARE LYING to YOURSELF. You likely have a mindset and/or sales process issue to work on.
If you find yourself on this rollercoaster, it doesn’t have to be this way (or feel this way).
The great news is you can fix both your mindset and sales process.