Avoiding Turtle Position

 Closing is happening during every encounter. Either you’re closing your client/prospect on doing business with you, or they’re closing you on NO. 

In today’s marketplace unfortunately, the latter seems to be happening more often than the former. Why?

Primarily because sales professionals have simply retreated into what I call the “turtle position” – hiding their heads rather than taking the risk of hearing the word “No.” 

No – one of the most misunderstood words in the English language. Taken literally it can debilitate you and totally shut down your sales process. But taken with wisdom and openness, it can propel you forward. 

Studies have shown that the leading cause of sales failure today is simply not asking for the sale – assuming “turtle position.” And yet, we all hear “no” abundantly more than we ever hear “yes.” So how do we break the cycle? 

First, you sell yourself on all the reasons why now is the best time to be in your industry, and absolutely the best time to invest in your offerings. Whether it’s buying a car, a home, or simply updating your technology, values have never been better and the end rewards well worth the small risks of stepping out.