CHAPTER 12
How to Close More Sales and Build More Profitable Relationships
IF YOU WANT TO CLOSE a sale, don’t be in a hurry to make the offer before trust has been built.
The Problem
Most people in sales start selling (or pitching) as the first step, hoping to get the person to respond and then hoping to eventually build a long-term relationship with the prospect.
That is what Stephanie Oden was taught to do too. She said the sales training she received was focused on convincing her that she was supposed to make an offer to everyone with a pulse—whether she knew them or not or they were interested or not. Based on her core values, she did not feel comfortable with that approach.
Doing sales this way is what gets good people labeled as pushy ...
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