In chapter two of his book, Close Like The Pros , Steve Marx gives you a Self-Assessment Survey, which he also has online and you can get to by following that link.
It’s easy to complete, makes you think and has some very well written questions, so go take it and I’ll wait for you to get back.
Now that you’ve done that, you’ve got time to read the rest of my assessment of chapter two while you wait for your results.
Chapter two talks about salespeople’s old habit’s and neglect. Every time I meet with a sales rep, I see these terrible habits and see how they’ve neglected to take my best interests into account before they called on me.
Marx details 14 evidences of neglecting half your job, such as: You have unspoken assumptions and unanswered questions, there is tension you can cut with a knife, you forget there’s a buying process going on and 11 more. All of them are very hard to stomach, because I see them in my own sales life, now that he mentions them. Thanks Steve, this part hurts ! But, it will make me better and I will try to eliminate them quickly.
One of the key points of chapter two is that partnership is something you practice from the outset, not a fly-by-night, vague, temporary mindset.
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