Coffee’s For Closers!

Anyone that has ever taken a speech class, a communications 101 class or has made it through the sales training sessions of more than one retail establishment has probably heard the old communications dictate that says you should

1. Tell them what you will tell them
2. Tell Them
3. and Tell them what you told them

Well this month, I am living the paradigm with a slight shift in verbage that dictates that you should

1. Sell them on what you will sell them
2. Sell them
3. and Sell them on what you sold them

Looking at the two groups of phrases put together on a single page, it looks pretty obvious, but it strikes me that I have never heard anyone ever say it before.

If you haven’t heard anyone say that before either, drop me a comment. Its rare these days when anyone ever comes across an original thought or even a small innovation in the sales process.

I have been working on selling sales leads. 

Rather fitting for a site that has a tag line of Coffee’s for Closers don’t you think!

The thing is that to sell someone sales leads, you do have to instill in them the confidence that the leads you will generate and ultimately sell them are worth anything. 

1.  Sell them on what you will sell them

Then you have to actually gather up the leads and sell the things over, exchanging ownership and exacting just compensation.  No small accomplishment these days, almost as difficult as the actual sale even.

2.  Sell them

Then after you deliver, you have to confirm with the client and insure that they recognize the value and the timeliness of the sales leads that you have just sold.  You have to go in for that good strong close, re-establishing the personal connection that brought you the business and the sale in the first place.  The last thing you want is a cancellation, reversal, refund, rebate, discount request or a bad referral.  You have to go back and sell them all over again to insure that there is no buyers remorse and no buyers blame that the leads were crap to begin with.

3.  Sell them on what you sold them

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