Final Thoughts - Ch 12 of How You Make the Sale at Catch a Gideon

February 14th, 2007 by digerati

This is Chapter 12 of the How You Make the Sale series at Catch a Gideon. This chapter recaps the book as a whole and offers some other advice for areas not covered in the rest of the book.

Don’t take rejection personally. The customer is most likely not rejecting you, they are rejecting your business proposition.

Learn what you can from every rejection. Be sure to learn from every success as well. If you survey customers to see how you’re doing, make sure you talk to unsuccessful sales as well. You can learn a lot from talking with both successful and unsuccessful sales propositions.

People will automatically make first impressions of you. Generally a third will hate you immediately (before you even walk in), a third will love you, and a third will not really form an opinion.

Whether you do sales full time, or it is a portion of what you do (like an entrepreneur), it is important to find a way to de-stress. Find something that gives you pleassure and discipline but does not have to do with your job. Golf is a great example, but if you are conducting business on the golf course, that doesn’t count.

Be sure to find projects outside of work. Volunteer, cultivate friendships, and make yourself something besides just a unit of production. Connect to something beyond yourself.

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How You Make the Sale is an excellent book covering the sales process and how to inrease your sales through better interaction with the customer.