In sales success is found in the last yard of the game. You can share, present all the features, advantages, and benefits you like for 99 yards and if you don’t drive the distance of 100 yards you get nothing. There is no second place in sales. Sales is a “winner take all” sport.
As a side note, if you are droning on about features, advantages, and benefits and forget that real selling is about creating scarcity, club status, and what’s in it for the prospect you are going to get beaten each time. Start creating that unique advantage of owning what you sell.
If you are unwilling to drive that last yard of the game you might as well have taken yourself out of the game, stayed home, and not wasted your time and your prospects time. It can’t be said enough, success in sales lies in that last yard. The last yard is where you find success in your effort or realize the brutal honesty of your inability to close the deal and go home empty handed. You gotta start asking for the sale. After all you just went 99 yards down the field toward a sale, choose to dig in and drive that last yard for the reward.
It is my opinion that most sales people fear that last yard. That fear stems from a low self-image of themselves and they begin second guessing their ability. Here are two genuine words of advice “Stop It!!” Write yourself an affirmation to overcome your fear. Read it before every sales call and start asking for the sale. Engage in that last yard to success in sales.
Maybe some salespeople over complicate that last yard of the game. Stop over thinking that last yard. Start believing you have the right to ask for the sale. After all you just invested 99 yards. Make that last yard as simple as possible. Just ask for the business.
Allow me to make a bold statement. Writing a book is easy. There I said it. All you have to do is begin. Right?
