This is obviously the 3rd installment of my “Nothing Happens Until After The Sale” series (never thought it would be a trilogy). Why do I need to do a third installment? Because people are coming up missing.
If you haven’t read my first 2 posts; they are: Nothing Happens Until After The Sale…and other outdated ideas and Toyota’s Big Problem – Nothing Happens Until After The Sale Part II. If you don’t want to read both, just read the first. Everything is based on that concept.
If I ask you at a social function “What do you do?” and you answer “I sell…”, you don’t get it. That’s the “Nothing happens until after the sale” type thinking. At least by giving that response, I know upfront where your head is at. The people or organizations that don’t answer that way but act that way are the most blindly led. These organizations believe their sales force is their greatest asset. You see the problem is these organizations just sell and keep selling without regard for the real asset, their product.
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