Top Sales Speaker Says "On-Base-Percentage" Beats "Batting Average" Time and Again |
Sales literature can be so quaint, resembling some of those old cars like the Packard, the once elegant nameplate that stopped being minted in the 1960's.
The advice from most selling gurus sounds as if it has been chewed over far too many times; much like the rubber chicken at a chamber of commerce mixer from that era.
For example, in sales books and articles, there is still an inordinate emphasis being placed on "closing" deals.
Just this week I got a call from a commercial realtor who feels he isn't closing well enough; that this art of pinning down commitments from prospects is his weakness.
But I have a different take on the challenge.
There aren't that many buyers that are slipping away from him or from most other pitchmen.
He's not APPROACHING enough to have a good number of them slip away.
Instead of obsessing about closing deals, he should pay more attention to OPENING them, says Dr. Gary S. Goodman, Fortune 1000 consultant, top speaker, and best-selling author of 12 books, including HOW TO SELL LIKE A NATURAL BORN SALESPERSON and REACH OUT & SELL SOMEONE.
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