No Is Short for Next Opportunity by Martin Limbeck

Author:Martin Limbeck
Language: eng
Format: epub
Publisher: Morgan James Publishing
Published: 2014-10-21T14:31:24+00:00

The seller was caught cheating the customer.

The contract was lost, and so was the customer.

That time I swore to myself that I would always heed my gut feeling and never again try to con my customer. And you don’t have to be a Catholic to feel guilty about it. It’s the same in every culture: A lie is a lie is a lie. Period.

It is what it is—so what do you do about it? You cut your losses and let bygones be bygones, even if you think that things in the past were rosier, that clients were more loyal, the grass greener, and the ice cream sweeter. The past is made to be learned from, not to be lived in. The past is like a lamppost in the dark—it’s there to illuminate your way home. But only drunks hold

on to it.

Get Your Contract on the Table!

Focus also means that every sales professional should sell in such a way that her strengths are brought to bear. There isn’t only one way to be a good salesperson; the Limbeckian way isn’t the only one out there, and that’s something I should probably mention from time to time. If you really want to benefit from this book, let its notions work on you first, then tailor them to suit your specific needs. My aim is to get you to think, not to compel you to follow.

As to the topic of strengths, I always say that there are two basic categories of salespeople: the hunters and the farmers. Those who derive the greatest pleasure from acquiring new clients are hunters. Farmers, on the other hand, find customer acquisition a burden and an onerous duty. That’s why their strength lies in developing a relationship with the customer and ensuring that he is always happy and satisfied and comes back to purchase again. A happy and satisfied customer remains a customer. In inside sales, there are the appointment specialists, those who are able to line up contacts one after the other, without tiring and without losing their commitment. For every kind of profile there are jobs that suit their strengths: field representatives, business development managers, key account managers, in-house staff, and

so forth.

The question is, what happens next? Once I know where my strengths and talents lie, once I’ve chosen my position accordingly, once I know what to wear for the occasion, once I can express myself in an articulate manner, once I am honest and forthright, once I know everything there is to know about myself and my customer, once I’ve garnered enough redeeming factors in my more difficult clients to be able to like them, once I’ve investigated and found out what the client has, wants, and needs, once I’ve grasped and taken all of these things to heart—what is my next goal?

To offer good professional advice? Nonsense.

To present the product in detail? Not at all.

To advise the client on how she can make the best use of the product? Wrong again.

No, from the very start, there has been one goal and no other:

Close the deal.

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