Equate the sales process to a relationship. Yes, you could have a one-night stand, but that’s not a consistent or sustainable model. The odds are simply not in your favour. This is a fact.
Learn more about the sales process from Condo Mastery:
You need a sustainable model
Sometimes you can skip right to closure, but if you want something to last, you will need stick to a sustainable model and that starts with a consistent first meeting.
Is this a sustainable model for dating? Possibly. Each relationship is different right?
- First date for a coffee
- Second date for lunch
- Third date for dinner
- Fourth date for dancing, and maybe
- Fifth date is a weekend away.
You wouldn’t talk about a pre-nuptial agreement on a first date and a first sales meeting is no different.
Lasting relationships take time
If you walk into a sales presentation and the first thing you hand the client is your price sheet, you will seem presumptuous. You haven’t won them over yet. Relationships take time.
Learn more from my book
The Million Dollar Minute – The Secrets of how we sold 367 Condos in 90 Minutes, and how You can too!