Those of you that saw my latest video on communicating value (Adding Value video) will know that recently my mindset got blindsided, I received news affecting me in a way that I didn't expect. I followed up on a prospect I met some months ago, seemed like a promising opportunity for me, the director was torn between running the company and keeping his hand on training his new sales recruit. A gift opportunity for a sales consultant:
"Enlist me to train your staff, you can run the company and hire some more sales and implementation staff when we're done because you'll need them at that time and together we will make this company fly!"
I made the rookie mistake of taking the director - being self-proclaimed at 'good at sales' - at his word and didn't feel it necessary to follow through to show the value I had to give and highlight WHY there was a NEED to utilise my service.
There was no urgency created which I would normally raise, there was a finite amount of passion...