People hate sales. It might be the salesperson, the idea of being sold to or for some, merely hearing the word “sales.” Many of the professional service clients I coach in a sales capacity call the word “sales,” marketing just to avoid being grouped together with the local car salesman. So why does sales have such a bad rap? Mainly because of the traditional way that sales have been conducted over the past 50 to 75 years. The traditional model of sales consists of one individual convincing another to buy his product or service. This typically occurs in the form of a presentation or proposal.
The unfortunate truth about this model is simple. The salesperson’s job has always been to sell, not necessarily put the potential customer first.
In today’s challenging and competitive marketplace it has never been tougher to find a new prospective client. Each and every opportunity seems to have more weight on it because of the elusiveness of our prospects. They seem to regularly wiggle out of phone calls and appointments set, which can really frustrate any sales professional.
One of the main reasons these decision makers don’t want to hold to their commitments goes back to us, the producer or selling professional. Ask yourself the following questions:
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Mr. Fretzin is known all over Chicagoland as one of the area’s most dynamic networkers and business coaching professionals. In 1996, Mr. Fretzin was a survivor of a Small Airplane Crash in the Northern suburbs of Illinois that radically changed his life forever. His commitment to making the most out of every day is clearly reflected in his on-going dedication to his clients and their success. Mr. Fretzin has helped thousands of Entrepreneurs and Professionals to achieve their goals through his proprietary system, “The Art of Selling Without Selling.”
