Thursday, July 16, 2015

Farmers: Todays Kudos & Encouragement (Thursday 7-16-15)

Good Morning Farmers,
“Making hay while the sun shines,” which sounds like a euphemism for getting it on in the daytime, actually means to make good use of an opportunity while it lasts. In the days before modern farming equipment, farmers literally had to “make their own hay”: they had to cut, dry, and gather it by hand. Hay is ruined if it’s wet, so if the day was hot and dry, well, you gotta make hay while the sun shines.

This saying is incredibly relevant in our business, especially being in sales. If we have a customer, the best time to sell them is as soon as they approach us. That is one reason we are a one call close business. It’s just plain smart business. Sure, we love to be the understanding friend that says, “It’s OK, we can talk again in a week.” But that’s crap. You know they are going to disappear and it’s a lost opportunity.  There are three kinds of leads: Cold, Warm & Hot. These people called us; they are at the very least warm leads, and mostly HOT.

Selling is a funny thing: as PayPal founder Peter Thiel has pointed out, “we don’t want to be sold something, unless we want to buy it. No one likes a cold call. Salespeople are an annoyance … unless we’re already interested in buying.”

When our customers are ready to buy, the time to sell is right now. Not three weeks. Not tomorrow. Not even after lunch. It’s interesting how fast customers lose interest in buying: they’ve found another company, they’ve found an alternate solution, or they’ve decided they don’t need it.

The best time to sell is as soon as the customer wants to buy. Strike while the iron is hot. We gotta make hay while the sun shines. (Happy Cliché Sayings Day) heehee – but they are TRUE!!

It is thus with farming, if you do one thing late, you will be late in all your work. - Cato The Elder (234-149 BC, Roman Statesman, Orator)
Stay vigilant, Stay on top of your game, Close the deal NOW so there is less to do in the future.

Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
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