In talking with someone I coach today, he mentioned that he has a 5-step sales process for obtaining clients. What do you think about having that many steps to obtaining a new client? What if the prospect is ready to buy in one or two meetings? I asked him that question. His response was that he has a 5-step process and they are going to go through it. I then suggested this thinking was really about him and not the prospective client. Hummmmmm. Would you want to spend 5 meetings with someone when you were ready to buy in one or two, or even three? How would having a shorter process that produced the same result benefit them and you?
Having systems and processes is great! Maybe, periodically reviewing them to make sure they are really about your prospects and clients and not all about you would be a good use of your time.
As Guy Kawasaki wrote in The Macintosh Way, you don’t compete on strategy; you compete on execution.
Anne M. Bachrach is known as The Accountability Coach™. She has 23 years of experience training and coaching. The objective is to work less, make more money, and have a more balanced life. Anne is the author of the book, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives. Go to http://www.accountabilitycoach.com/landing/ and get 3 FREE gifts including a special report on 10 Power Tips for Getting Focused, Organized, and Achieving Your Goals Now. Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services, in addition to having access to assessments and resources to help you achieve your goals so you can experience a more balanced and successful life (http://www.accountabilitycoach.com/coaching-store/inner-circle-store/).
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