Do you tell lies? Are you sure?

There is no question that salespeople do not have the best of reputations. Most prospects think that salespeople often fail to tell the truth, the whole truth and nothing but the truth.

The reasons I was so successful in sales were: 
One: I always acted with total honesty and integrity
Two: I never sold anything to anyone if I was not 100% certain it was right for them
Three: I treated my customers with great respect (and expected to be treated that way by them too)

And I did those three things because I wanted to become a trusted advisor so they never, ever thought of going to my competition.

BUT until I learned better,  I LIED frequently
NOT to the customer, but to myself.

For my first several years in sales, I hoped and thought that 90% of the potential sales in my pipeline would culminate in a sale. And they did not!

But hope drove me on, and as a result, I wasted countless hours chasing so-called prospects who were never really going to buy. Hope is not a prudent business strategy!

I eventually became ruthless with myself.  I examined all the possibilities in my pipeline, and only invested my time in those I was certain would buy. Many so-called ‘prospects’ were never entered into my pipeline. The result was that my sales doubled and I had much more time for prospecting (and tennis).

Here’s a FACT: In almost all industries, 75% or more of the pipeline does NOT culminate in a sale.

What percentage of your pipeline results in a sale?

So are you lying to yourself, and if so, what are you going to do about it having read this?


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