Connecting The Dots: Overcoming Barriers (The Dotted Line)

Quick thought this week. We often face barriers to overcome with our clients. Why?

It's for one of two reasons: first, memory. They have some experience from their past that tells them it's safer if they erect a wall. And second, imagination. They imagine something in their future is a threat and again they'll be safer with that wall. If that wall keeps us from them we are associated with their negative past and/or their fears of the future.

What can we do to combat this?

The answer is simple. We must consistently make deposits in the Emotional Bank Accounts of our clients. Make promises and keep them. Tell them what you'll deliver and then deliver it. Meet and exceed their expectations consistently and in time...the walls come down.

You may be associated with others poor performance and so be blocked by a wall you don't deserve. If you're better than that...prove it! Show the client you are the best and that your word is good. Remember this: "people more attention pay, to what we do than what we say".

Stand and deliver!

Professional Sales People Rock! You make a difference! Make one this week and thanks for reading.

Connect with me on LinkedIn or email me joe.thomas@nf5.com

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• Ninety Five 5
• sales leadership
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• get better at sales
• objections
• barriers