Selling Boldly

16Plan‐Driven versus Inquiry‐Driven

Fearful salespeople tend to not have a plan.

They can't predict or forecast their sales very well, nor can they predict with real accuracy which behaviors will lead to new sales.

Worse, they are at the utter mercy of what's incoming.

Maybe a big order will come in.

Or maybe a small one will.

But maybe customers with problems will call all day long, and on this day or this week, you'll sell very little.

Fearful salespeople are afraid because their success is not within their control.

In fact, whether they sell or not has very little to do with what they actually do!

If an incoming caller needs a certain quantity of a particular product, that, and that alone, is what will be sold.

The salesperson is fearful because he is not in charge of what's happening.

In fact, the salesperson is fearful because he often feels like things are careening out of control, from one incoming inquiry to the next.

This book addresses this terrible and painful issue.

This book lets you take back control.

It puts you in charge of your success.

Want to sell more? Use the planning tools and systems in this book.

Want to sell more? Follow the simple instructions here to move from reactive selling to proactive selling.

Want to sell more? Do more of the activities in this book.

I don't need hours each day from you.

I'm not even asking you for half an hour.

I just need a few minutes a day.

Can you find a few minutes each day to make more money to take home your family? ...