Don't suppose closed business unravels?

How many times have we thought the business was ours and it all suddenly unravels?

“Call me Monday, I just need to pass this by my colleague, but you’re pushing at an open door”. It happened to me recently. I am not immune. What should I have said?

“When I hear people say that, now I don’t mean you I’m sure, often they are really telling me that they are not convinced and really they’d like to tell me ‘no’ but don’t want further discussion or hurt my feelings. Is that what is happening here?”

What would have been the response? “Yeah, you’re right. Thanks for being so up front about it” or “No, no really, if it was up to me , the business would be yours.” To which I would have to reply, “Would it make sense for me to get your colleague’s views directly? It might be he’s got some questions you can’t answer easily.” At least I would know where I stood. And would have probably got the business.

But I didn’t. Why not? Wanted it too much? Perhaps. If I really was unemotionally attached to the outcome, it would have come out differently.

But, I am not alone. A very successful businesswoman recently told me that she got a shock when a prospect gave her pushback on paying for her services after an initial free consultation. She had assumed all was clear and agreed. Another version of “happy ears”. Needless to say she is coming to a seminar of mine. Hopefully she’ll do as I say, not as I just did...

If you want a boost for your business this Autumn, don’t suppose you want to refer to the classic Sandler process? Dust off the materials, the CDs, your notes.

You haven’t got yours yet? Contact me to join my businesswoman contact on the seminar.