My experiences over the past two years with Asyma have shown me that sales can be a very difficult profession. Often times our biggest competitor is that one easy decision to do nothing.
Even when the prospect is shown a solution that has cost savings, benefits and a return on investment in under a year, there is still a high percentage of "doing nothing". At first this result was very frustrating. It wasn't until I actually sat down and put myself in their position that I realized "doing nothing" was comfortable. Although the prospect was fully aware of this huge issue (often reffered to by Keith as "that monkey on my shoulder") they were more content with doing nothing and limping on.
This fear of change and making mistakes is what keeps us in this Rut! When attending Dale Carnegie last year, I learned that it was very easy to stay in this nice, comfortable rut I had created for myself. In my 12 weeks of opening up, speaking my mind and learning to truly listen to the values, interests and wants of others, I was able to move out of that rut and become a more successful member of my community.
I now emphasize the relationship I want to create with new and existing clients. Our 100% guarantee and exceptional service has been a key to our win win relationships. If you can provide that guarantee and service, then the tedious task of climbing out of that rut becomes more manageable and worry free for the client.
As Asyma grows I know myself and all of our staff will continue to enhance that customer experience, build trust and provide an environment that eliminates that "No Decision". |
