NABC, Inc. Creating a Total Selling Organization

Closing the Sale is Not All or Nothing

In his book, Give & Take, Chester Karrass discusses negotiating skills and strategies and one of his quotes I find particularly insightful, ”if you can’t get a steak get a sandwich!”

Sometime sales professionals view the sales process as an all or nothing game. Developing relationships through small wins takes time; however, it can pay big dividends in the long term.

Review this concept  with your team to see if they are walking by a sandwich ( trial orders, one time specials, limited engagements, scales down services, small margin items, etc) these sandwiches create the foundation, trust and face time to selling the steak.  www.nealabc.com