| Do you or your sales people often take the | | | | anda sale will be made. |
| knocks toheart? | | | | SOME WON'T |
| Maybe your team lack that ongoing motivation | | | | Some people will just not buy your product. |
| tokeep on going and working through the | | | | Whether that is down to your approach, |
| numbers andnot taking each sales opportunity as | | | | yourproduct or service, timing, money, ozone |
| a separate event? | | | | layer.. |
| Well, here is a useful acronym that you and | | | | SO WHAT |
| yoursales people can use. Use it every time you | | | | Appreciate that some people will and some willnot! |
| cannotget through to that decision maker, every | | | | Analyse when a sale is made and see whatwent |
| time someonesays no or just if you feel a little | | | | well. When a sale is not made do exactly thesame |
| down. | | | | approach and learn from the experience. |
| SWSWSWSW | | | | SOMEONE'S WAITING |
| "What's that?!" | | | | Someone out there is waiting for your product |
| I hear ya! | | | | orservice. |
| Here's what it stands for: | | | | If you are selling phones, it's the next person |
| SOME WILL | | | | throughthe door. If you are selling cars it's the |
| SOME WON'T | | | | next personin your showroom, if you are selling |
| SO WHAT | | | | recruitmentservices it's your next sales |
| SOMEONE'S WAITING | | | | presentation - thebottom line is that there will |
| Let me take you through this: | | | | ALWAYS be someonewaiting for you to sell to |
| SOME WILL | | | | them. |
| Some people will want to buy your product | | | | It's your job to take each opportunity as a |
| orservice. The match between their wants | | | | separateentity and to start again. |
| andwhat you can offer will be a perfect match | | | | |