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Reason 3 :  Not Building Enough Rapport Closing takes a long time or it just doe not happen at times. This is a clear indication that you have not spent enough time in building a strong and close relationship with the customer.  Relationships are vital for closing deals.  Deals are much more difficult when you lack relationship or a rapport with the potential client. The 3 factors which decide how strong this rapport is can be summed up as  K now , L ike and T rust . People buy from people who they Know, Like and Trust. Miss any one of these and you will lose the sale. Matching the  competitor’s price is the last thing that will get you the sale.  Seasoned sales persons soon realize that i t isn’t the P rice — it’s the Rapport . Get the potential client to K now, Like and T rust you – so that you can leverage this to  try, buy, repeat (and refer).  Let us understand these 3 factors a little more. The key is to systematically develop Touch Points, Processe

Reason 2 : Getting Too Early into Problem Solving I get excited by solving client problems.  Gives me a kick. I just can't help it. It's in my DNA  somehow.  I bet it's in yours too.  It's what makes us  good  consultants, coaches, lawyers or whatever our profession is . That is  also what let's us down when it comes to selling . Does this sales meeting, mentioned below, ring a bell ? You build good rapport with your potential client. You ask insightful questions. They talk about some of the challenges they're facing. And then .......  Bam ! Your problem solving skills kick in. You identify the root cause of their issues. Their eyes light up as you hit the right hot buttons. You've got the perfect solution for them.  They get interested. You talk about how you might work together. They get enthusiastic. They really want to proceed … … Then they ask how much.  You tell them your very reasonable fees  – a fraction of what the solution is worth to

Has this ever happened to you ?  You have an initial, promising meeting with a potential client. They called to speak with you or you were recommended to them – so things got off to a good start.  You start by asking them about their business. You talk about some of the problems they face and identify that there are things you can help them with.  You discuss what you can do and they seem pleased. They ask you to drop them a proposal and you leave the meeting feeling rather pleased. It feels like this one is  in the bag .                                 Then nothing happens. Despite sending a very compelling value proposal, they don't call you back. Eventually you get through to them and they explain that priorities have changed.  Budgets are tight and although still interested in working with you, it won't be for a while – they will revert to you when things become better. You wonder if they have chosen to go with a competitor. Someone you know, who will never be able

The first thing I'd like to say is that you  heard at least a few myths about eMail Marketing. They seem true. But if you take them at face-value, you can seriously damage your eMail Marketing efforts. MYTH #1 - eM ail Marketing doesn't work any more Looks like many of us are transitioning from eMail to Social Media. Or maybe, the disgust with spam, is taking us away from reading eMails.  A study found that an average of 70% of people still list eMail as their preferred method of business communication. The figure for Social Media is still less than 4%. eMail Marketing works. Simply because most business communication still happens over eM ail.  We spend time on FB. We discuss serious (business) stuff on Linkedin.  But when it comes to real business, we need in-depth 2-way communication. The answer to this need is eMail. MYTH #2 - eM ail Marketing is technically complex Nothing could be farther away.  eM ail Marketing is simple. Personal (or even company id based)