Living Life by Design

There are 4 steps to any sale…any sale:

1. Initial Contact: someone reached out to you or you reached out to them.
2. Rapport: the client met you, liked you and what you had to offer.
3. Close: they sign the deal or give you what you want (maybe a referral, advice, etc.)
4. Follow up: systematic contact and meetings to stay connected.

If you ask any salesperson, “From the above list, what is your best sales skill, and what is your weakest?” (and I have personally asked these questions numerous times) you’ll get the following response:

• Over 80% of all salespeople say they are BEST at rapport building.
• Less than 3% of salespeople say they are best at initial contact; making lots of calls and setting up meetings.

I’m sure the results were not shocking to you. However, the results do tell us two VERY important things that can move anyone from zero to hero overnight:

…The Salesperson that makes the most calls WINS!

…Almost anyone can develop rapport because people like people.

Time to get on the phone!