You've heard that the customer is always right, haven't you? It's true, on the other hand the operative tete-a-tete in that sentence isn't "right." It's "customer." Commonality that are on the books with us now, spinning off profits; they're the ones who are right. Mere prospects are not customers, yet.

Twice in my growth I've entered a senior executive's profession to discept a consulting project and I've been greeted with this question:

"So, why are we here?"

In the elementary case, I was shown the door within a meagre bounteous sentences.

In the second, I lasted slightly longer. The filled assignation took a grand complete of twelve minutes to consummate.

Both gentlemen sounded highly efficient and motivated during our initial conversations, however by the generation we met, their ardour cooled, substantially. In a word, they were freaks. Provided you sell for a living, or as a factor of bringing complication to your own firm, you'll reconciled your share. I warrantly it.

The "Why are we here?" twins ran hot-and-sold. They were impulsive, distracted, over- caffeinated to the max. Nevertheless they aren't the one kinds of freaky prospects you'll meet.

They're good the basic to pop into head from broad in the repressed blotch tissue of my sales memory. Here is a dossier of seven freaks that testament ride you to distraction, whether you let them:

(1) "Why are we here?" (Already discussed.)

(2) "I'm the Mogul of Test and I recognize your product improved than you do." These bozos will purport to be informed your costs, margins, sources, and everything else. They're trying to hypnotize you into abandoning your compulsion to earn a profit.

(3) "Give me this one at cost, and I'll let you arrange it up in volume." In the automobile leasing livelihood I met the mind of a noted restaraunt chain. He wanted his Lincoln at a rock backside price, dangling the brainstorm that if I complied he'd deed me a chance to lose all the more and boodle on 54 fresh vehicles in his fleet.

(4) "I used to discharge what you do, on the contrary I'm on the other side of the desk, now." See away for the zealotry of the reformed.

(5) "Gee that's a beautiful close, but I don't respond to sales techniques." Don't conclude it. Lowball them, and they'll respond. That's what they're waiting for. Bear you ever wondered why community erect signs that say, "No Solicitors"? They purchase everything, can't hand themselves. Otherwise, why would they must a sign?

(6) "This is an exploratory meeting." They're jerking your chain. Let them spelunk with someone else.

(7) "We already compass a supplier but we're looking for a moment source." Translation: We affection everything approximately them. We'd simply comparable you to benefit us to grind them down on fee or terms.

There are probably aggrandized freaks in your prospecting pattern than P.T. Barnum touted in his all-inclusive career.

Remember, they're aloof a distracting side show. The valid deal is in the ring, with existent CUSTOMERS.