Don’t Ever Change Your Sales Path for 1% of Your Customers
By Amy O’Connor
You are a professional. Top notch. Therefore, I’m certain you have a process – a sales path that you follow with your customers.
Kudos to you. And I’m sure that you are consistently looking for ways to improve your technique.
There is one place I would tell you not to look for sales advice: the 1%.
No, I’m not talking about the top 1% of sales performers. I’m talking about the 1% of your customers.
You know, the 1% of your customers that, even at your best, you can’t seem to please.
The 1% of your customers that doesn’t like anything you ask, do or say.
The 1 % of your customers that makes you doubt and question every part of your sales process.
Do you know them?
Of course, you do, we’ve all had to deal with the 1%. And we all have stories to tell about it!
But here’s the key…
Don’t change for the 1% of your customers.
I tell all my clients, I don’t train to the 1%, and I don’t change for the 1%.
Nothing ever works 100% of the time. Just do what works for 99% of your customers and don’t let the 1% get in your head.
Don’t shy away from a great discovery question just because one customer didn’t like it.
Don’t avoid asking for the sale just because one customer took offense that you asked.
And certainly, don’t stop following-up because one customer didn’t like that you called them.
Serve the 99%, and serve them well.
When you change for the 1% you are cheating 99% of your customers out of your well-formulated sales path, and that benefits no one.
So, go out there and crush it – with 99% of your customers!
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