"I feel AWESOME!"

Skip Anderson

Have you ever closed a sale where you felt particularly wonderful afterwards? Maybe it was a long-shot situation and you won the business, or maybe there was some incredible objection you had to overcome and you did, or maybe it was a sale you were sure you lost that came to life at the last minute.

I'd like to hear stories about sales transactions that you closed where, when it was all done, you said to yourself, "I accomplished this and I feel awesome - a salesperson of less skill probably wouldn't have closed this sale, but I did it."

Does anybody have any stories to share?

__________________
Skip Anderson
Selling To Consumers | Sales Training to Sell More™
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Wonderboy

In carpet cleaning, a lady said she wasn't interested in Scotchgarding (I heard her husband complaining in the background). She called me back in 5 minutes saying she changed her mind and to add it to the order (after her husband had left)

A lady had turned me down for a newspaper subscription. But then someone else said something and she then said she wanted it (on behalf of the other household member).

I think it would be interesting to hear wife vs husband sales stories.

Skip Anderson

Thanks, Wonderboy. Anybody have any more stories?

MitchM

I feel encouraged when someone with significant health issues makes the decision to use our nutritional products which I know will be of great benefit.

I feel hopeful when two weeks later my new customer is faithfully consuming these products.

I feel extremely happy when some time later - the time varies - that person reports significant product results.

All of that puts me in a state of awe and eleven years since beginning my new career in life that feeling of being encouraged, of feeling hopeful, of feeling extremely happy and awe struck continues to be a very satisfying part of the pay back for what I do.

The best of the best to everyone.

MitchM

Bill_Kistner

I don't know... I feel awsome every day weather I make a sale or not. Waking up in the morning is usually enough for me!

Wear the Right Hat!
Bill

Thomas

Three weeks ago I took a phone up from a lady who lived out of state. She said she wanted to find a home in the town over. We didn't have any inventory in that town that would meet her requirements and when I was hanging up the phone for some reason I asked her why she had to be in the next town. She told me a story about wanting to be near her friend and I told her about a home that wasn't in the town she wanted but only a few miles across the border. Long story short she bought the home. And to think I was about to hang up the phone.

Skip Anderson

That is a great story, Thomas. It proves that salespeople should:

1. Ask more questions; and
2. Not give up as quickly as most salespeople do.

Congratulations!

JacquesWerth

Or, it proves that engaging in low probability activities occasionaly results in a sale. When you use that kind of anecdote as "proof," instead of recognizing a false positive occurance, it encourages more low probability activities.

A better strategy is to spend your time with prospects who are ready, willing and able to buy. When you do that, it's not a "great story." It's just a routine sale that happens all the time.

Skip Anderson

I'm not sure what statistics class you took, but if a salesperson completes a sale because they kept the prospect engaged, that is not a false positive (especially when most salespeople would have given up and not gone to the extra effort of keeping the prospect engaged during "status quo" paralysis).

Jacques, according to Thomas' post, he completed the transaction with the prospect, so obviously his prospect was "ready, willing and able to buy."

[Sometimes salespeople are so interested in sharing information that they don't listen carefully to the prospect and jump to conclusions. As a sales trainer, I can attest that sales trainers including myself sometimes have that same challenge.]

I purchased and read your book High Probability Selling about 6 years ago. I agree with the concept (but think the book could be condensed to one page or even one sentence - "spend your time with prospects who are ready, willing and able to buy").

But anything taken to excess is just that: excess. If we can't celebrate a salesperson's ability to keep a prospect engaged when it led to a sale (and presumably to a happy customer) as in Thomas' story merely because the salesperson didn't follow your "High Probability Selling" methodology, then I think that's excessive. That's just my opinion.

The best to you!

JacquesWerth