by Jacques Werth and Carl Ingalls
Most salespeople are Go-Getters. That is their basic attitude.
They try to get an appointment with every prospect that might need what they sell. They try to get around gatekeepers. They try to get the prospect interested in their pitch by stressing benefits.
When they meet, they try to get the prospect to like them. They try to get the prospect to trust them. They try to get the prospect to understand the value of what they sell.
They try to get the prospect to say “Yes” using various tactics of subtle persuasion. They focus on overcoming every objection so they can get to the close. If not, they try to get the prospect to continue the sales process.
Most top sales producers are Go-Finders. That is their basic attitude.
They find people who want what they are selling. They find decision makers who are ready and able to buy. They find a way to work with gatekeepers, not against them.
When they meet, they find out how much they trust the prospect. They find any potential deal-breakers as early as possible. If they see a serious issue, they cut their losses and move on quickly.
In closing, they find out if each feature of their product or service will actually meet the prospect’s requirements. To find the truth and not just get a “yes,” they disclose all known disadvantages as well as the advantages.
The result is that the Go-Finders find a lot more sales in a lot less time than the Go-Getters can create.