The name of the sales game is, “buy-in” and you being interesting and valuable enough so that your customers seek-you-out.
In a perfect world salespeople will much rather spend their valuable time working with in-bound opportunities as opposed to chasing them. But just because someone has made contact with you doesn’t necessarily make them the perfect opportunity.
People that seek-you-out are more likely to demonstrate deceptive behaviour regarding your offering. If you have read my new book, The Naked Salesman, or attended one of my sales training programs you would have heard me speak about the damaging effects that “crazy customers” impart on salespeople and businesses. These are people who pretend to be customers but, in fact, never will be. They dissolve time and distract you from giving attention and affection to your “real” and most valuable customers.








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French scientist, Louis Pasteur once famously said, “Chance favours the prepared mind.” And a century or so on, his worlds still ring true.
Trent Leyshan, will be braving the elements at 12pm Friday 13th of August 2010 to promote his new book, The Naked Salesman!
Telling is not selling, because the conversation only flows one way — from your lips into the other person’s ear and out the other. Telling fails to provide your customer with an opportunity to buy-in to the conversation.


