The New Selling Paradox. The More You (Try To) Sell, The Less You’ll Close.
As a former buyer, I am often amused by the urban myths related to sales that continue to linger from days long gone – like dust settling after the train has left the station. Using the good old Ben Franklin close is now officially the quickest way to lose all credibility and make sure that next meeting with your buyer will never, ever happen.
As it turns out, when it comes to selling experience is not only overrated, but may actually work against you. So if you’re out there running your own (professional services) business, don’t think for a second that – just because you don’t have years of experience in selling – you are at a disadvantage.