In the last several weeks my mailbox has become rift with emails from individuals and organizations that desire an alliance. Coincidentally each foppish message body request me to do something. Items requested include, visit this website, reply to this email, click this url or send me your address. How audacious! What is the value? What is in it for me?

What I find loathsome in each is the audacity of sending messages expecting me [the prospect] to do something. This is the unfortunate issue of selling; many people believe they can sell and that required processes can be avoided. No it cannot! Closing rates fail when there isn’t a process. As I have stated in numerous articles, posts, my books and seminars business closure is based on the acquisition of relationships. If one cannot build relationships they will not close business.

More importantly, relationships are built based on trust and intrinsic value. If the prospect needs to do something, where is the value? What is in it for the prospect when they need to do something? If sellers want something they need to create action, not the prospect. Sellers must illustrate the value THEY provide. Prospects invest in relationships not products. Prospects get annoyed when they have to do something. Stop using ho hum methods and the folly of others. If you want customers stop scrooging yourself!

There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!

©2009. Drew J. Stevens Ph. D. All rights reserved.

Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.

This entry was posted on Thursday, December 24th, 2009 at 3:52 pm and is filed under sales tips. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.