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A Seller’s 12 Days of Christmas

On the first day of Christmas
my prospect said to me
we need to think about it until Q-3

On the second day of Christmas
my prospect said to me
you’re one of 2 vendors
and we need to think about it until Q-3

On the third day of Christmas
my prospect said to me
we’ve got 3 cheaper proposals
you’re one of 2 vendors
and we need to think about it until Q-3

On the fourth day of Christmas
my prospect said to me
we need 4 more features
we’ve got 3 cheaper proposals
you’re one of 2 vendors
and we need to think about it until Q-3

On the fifth day of Christmas
my prospect said to me
comp us 5 more things
we need 4 more features
we’ve got 3 cheaper proposals
you’re one of 2 vendors
and we need to think about it until Q-3

On the sixth day of Christmas
my prospect said to me
6 departments are delaying
comp us 5 more things
we need 4 more features
we’ve got 3 cheaper proposals
you’re one of 2 vendors
and we need to think about it until Q-3

On the seventh day of Christmas
my prospect said to me
provide 7 clients names who are winning
6 departments are delaying
comp us 5 more things
we need 4 more features
we’ve got 3 cheaper proposals
you’re one of 2 vendors
and we need to think about it until Q-3

On the eighth day of Christmas
my prospect said to me
8 million was lost in funding
provide 7 clients names who are winning
6 departments are delaying
comp us 5 more things
we need 4 more features
we’ve got 3 cheaper proposals
you’re one of 2 vendors
and we need to think about it until Q-3

On the ninth day of Christmas
my prospect said to me
9 initiatives are canceled
8 million lost in funding
7 clients who are winning
6 departments delaying
comp us 5 more things
4 more features
3 cheaper proposals
one of 2 vendors
and we need to think about it until Q-3

On the tenth day of Christmas
my prospect said to me
10 sales reps is all we’re keeping
9 initiatives are canceled
8 million lost in funding
7 clients who are winning
6 departments delaying
comp us 5 more things
4 more features
3 cheaper proposals
one of the 2 vendors
and we need to think about it until Q-3

On the eleventh day of Christmas
my prospect abandoned me
10 is all we’re keeping
9 initiatives canceled
8 million lost in funding
7 clients who are winning
6 departments delaying
comp us 5 more things
4 more features
3 cheaper proposals
one of the 2 vendors
and we need to think about it until Q-3

On the twelfth day of Christmas
my prospect said to me
12 billion dollar firm just bought us
we desperately need your product
and we’ll pay before the start of 2020!

We are in the midst of celebrating the Twelve Days of Christmas! In an effort to engage the creative side of my brain, I’ve selected four of my popular videos from 2019 that correspond to A Seller’s 12 Days of Christmas. May this poem serve as a reminder that when we continually do the right things, when we create the right systems for change, the results take care of themselves…

First Day of Christmas - “We Need to think about it until Q-3” Watch: Overcoming Resistance Takes Persistence

Third Day of Christmas - “It’s too expensive” Watch: How to Get Customers to Open Up

Fifth Day of Christmas - “Can you throw this in the deal, send another breakdown, skip, jump hop through hoops?” Watch: 5 Commitments You Need In Order to Get a Sale

Eleventh day of Christmas - "The client goes dark. No return calls, emails ignored, you’re ignored". Watch: What to Do When Your Client Abandons You

Take time with your loved ones, eat chocolate, and know you’re exactly where you should be.

Be more, sell more.

Shari

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