Get off the fence already!

get off the fence sales adviceMan it has been a tough selling season. I have a client  with an unbelievable sense of urgency. But once I sent them the proposal they jumped right back on the fence.

I have another prospect that either gets the service I offer or they better start making up excuses to the tax man on why they didn’t. Talking about a sense of urgency. This company knows they need it or else.

So I’m sitting in a friend’s office and we got on this subject of these businesses I have on the fence. He starts rattling off prospect after prospect of fence sitters that he is tracking. It’s been that type of season.

But hey I’m in sales and he’s in sales. The sales profession has unbelievable highs and unbelievable lows. Every month and every quarter we start all over. My wife doesn’t understand  how we can start at zero month after month. But I know that I’m not really at zero. As long as my pipeline is full then I’m fine.

The morale of the story is that in times of tight budgets, slashing staff, and a recession that can’t get out of its own way, you need to keep the pipeline as full as possible. Yea… I’m bummed that I have a couple of people on the fence. But I need to get over it because I got tens of thousand of dollars in the pipeline and I need to stay in the game.

YOU DO TOO – Get over it, keep calling, get more prospects.

David Peterson – President: Atlanta Sales and Consulting

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