I first started in sales at Radioshack. This is where I first learned my sales skills. One lesson that every rookie there learned was the Be-Back-Bus. Most rookies would spend hours working on one sale to hear "I will be back". Then for the next week that sales rep would tell us how their customer was going to be back.
The joke was that one day we were all going to be rich because the Be-Back-Bus was going to roll up. Of course this never happened. This process was good at teaching qualifying.
Make sure that on every sale you find the time frame, budget and decision maker. If any of these are not in line then it is time to either set proper expectations or end the sales process. Those clients that have improper expectations (Time frame, budget or decision maker) are riders on the Be-Back-Bus.
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