December 2014
Intermediate to advanced
168 pages
4h 10m
English
Content preview from Trust-Based Selling: Finding and Keeping Customers for Life
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CHAPTER 7
Understand the Sales Equation
Why Chasing Opportunities Does Not Work
Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.
—Zig Ziglar
I have discussed that chasing opportunities is setting the sales person up for failure. However, it is obvious that you need opportunities to close business. The goal of this chapter is to introduce relationship, or trust, into the discussion about an opportunity. I will develop a simple formula that equals sales success with new customers.
In Chapter 4, I listed these elements as the core to winning deals.
- Pain. Without pain, or need, there is no order. A compelling event is pain with a time element. This is the best type of pain because it makes predicting and ...
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