How will it go for you in 2005?
(OnTarget. Vol 4, issue 3 2005, Published January 2005)

How will it go for you in 2005? Here are some predictions from my crystal ball, as well as from a bunch of people you think are hot prospects, a few irritated customers, a couple of tightwad buyers and a sales manager in a pear tree:

> Your phone calls won't get returned.

> The prospect who says "Call me Tuesday at 10 a.m. for the answer" won't be there when you call.

> The prospect for your most important sales meeting will call to reschedule - several months from now.

> People will tell you "no."

> You will think of switching jobs more than once.

> You will blame other people for not making a sale (though it was your fault).

> You will quit early on days you make a sale instead of pushing for another one.

> An unexpected bill will come up that could have been paid had you made one more sale (see above).

> At a crucial time in the presentation, your prospect will ask you a question you don't know the answer to.

> At some point, you will think everyone is stupid except you (and you will be wrong).

> You will send your customer to a competitor without knowing it (poor service) and wonder why you never got repeat business.

> You will make several statements you will wish you never said.

> You will be treated rudely by someone else in sales.

> Someone in your company will lose a client for you through lack of action because he felt it wasn't his job.

> Someone in your company will argue with an angry customer, win the argument and lose the customer.

> Your competitors will come out with a better quality product than the one you are selling.

> You will have a big sale fall through at the end of the month.

> Someone will cancel an order and ask for a refund.

> Someone will call in a big, unsolicited order. You will go around bragging how you made the sale.

> One of your co-workers will make a sale and a commission from your work - and take all the credit for it.

> You will lose a sale because you failed to listen. > You will lose a customer because you failed to listen.

> You will wish your prices were lower.

> You will complain about your prices to your boss.

> You will finally realize that price is not the issue. It's value.

> You will start all over again in the selling process with renewed enthusiasm.

> You will get some free advertising by word-of-mouth from a happy customer (but only if you work hard).

> You will make 20% of your sales during off hours.

> You will be talked about after you leave a sale for "doing all the right things."

> You will celebrate with your customer after a big sale, because the customer was as happy to buy as you were to sell.

> You will just be yourself and make a sale.

> You will have a healthy, happy, prosperous New Year.

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