first_imgIt’s easier to do things right the first time, even if it takes a little longer. It takes more time and energy to do rework, and it when it comes to sales, rework can cost you opportunities.If you don’t prepare for the sales call that took you months to book, you might miss asking some vital questions, fail to create value for your dream client, or fail to obtain the commitments you need. It takes more time and effort to go back over that ground later than it does to prepare. It also slows down the process, and denies your dream client the benefits of what you are selling them.If you skip doing real discovery work because you already know enough to help your client by selling them what you want to sell them, you run the risk (and the likely outcome) of presenting a solution that doesn’t quite fit. You might also miss taking into account what other people want or need. It’s difficult to go back and ask people what they need after you deliver the wrong solution or execute poorly.If you leave an appointment without scheduling the next meeting you need, good luck getting that booked. Instead, count on being completely ignored, and count on countless unreturned voicemails and emails. You ensured that outcome by not having asked for what you really need when you had the greatest opportunity to obtain it. Now you have to do the rework, and the rework is always more difficult.You are ineffective and inefficient when you don’t do the work you really need to do and have to do the work over again later. It doesn’t help you, it doesn’t help your client, and it wastes everyone’s time.QuestionsWhat work do you have to do over?Why do you have to do this rework?What do you have to do to keep from having to go back over ground you should have already covered?How should you prepare so that big outcomes aren’t missed in the first place? Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Nowlast_img

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