The Other Third

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The other third

In every business, you make your money in that third that can go either way. These are the people who are really targeted by the advertising dollars. Those people who think they might want a taco only make the taco makers money when they actually go and buy the taco. If you know how to sell, know how to ask your discovery questions and build agreement and create urgency and close the sale and help that person talk themselves into your offering, you’re going to do business with a lot of people in that middle third. That’s where you’re going to make your money.

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Look at each and every sales opportunity with the Rule of Thirds in mind. “Is this person in the easy third? If they are, what can I do to make sure I don’t chase them off and make sure I let this sale come to completion?” If that person is in the impossible third, what can you do to give that person a good experience so when their situation changes, they think of you, come to you first; and then, what can you do to make sure those people in the middle third that can go either way start telling themselves that buying from you is looking like a good idea? Don’t let them go somewhere else or decide they really don’t want your product anyway. The middle third is where you make your money, and how you make your money in the middle third is getting really good at Sales 101. Sales 101 brings results, and results, after all, is what we’re all looking for.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.