Showing posts from June, 2013

How to earn the right to close

In my last blog I told you about Rachel, and how to recover from a really BAD presentation.  Luckily, you can avoid that, too!  What if there were a foolproof way to AVOID bad presentations in the first place, thereby ALWAYS giving you the right to close, thereby increasing your conversion rate and your wallet?!?  What would THAT be worth to you?
OK, nothing's foolproof, but I do have some suggestions!
First, begin with the end in mind.  Stephen Covey said it best in 7 Habits, you should always launch your ventures knowing where you ultimately want to land.  Imagine working hard for a vacation, packing up the family cruiser with tons of luggage, toys, kids, grandma, and the cat- then heading down the road.  About an hour into it, your spouse lovingly looks at you and innocently asks, "so, where we goin'?"   Ridiculous, right?  Who would go through all that trouble without a plan?
  Well (sheepish pause), we've all done that with a sale, haven't we?  We've al…