Sales is a process.

Sales is rarely a one-time one-call close.   It is a process because it takes time to develop a relationship with a business prospect.    Durable business relationships are built upon trust and credibility and that could take weeks or months to establish..  

In working through my sales and follow up calls this morning, I found that several people were apologetic because they were not ready to sign a contract or move forward right now.   I am always surprised by that, but yet it seems to happen so frequently.  

Over time, we must prove to be the right company with the right service.   Our future clients must know that they are making the right decision at the right time for their business.

We (as sales professionals) simply cannot rush them into making a decision, but must be patient.  Once all the factors are in alignment, we can move forward with a business relationship.  So in the meantime, never apologize for making certain all four right factors are in alignment and never put your prospects in the position of apologizing for not being ready.  

A true seasoned sales professional will never rush your decision and will wait for all factors to be right before moving ahead.   Remember - it takes four right corners to have a sales home run!

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Tags: build relationships, factors, sales process