Often when we’re talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they close. But that is not reality.
When you’re selling you are a steward of a buying process. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy.
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I got some unsettling feedback a few weeks ago. I was told I was a “Brainiac”. I want to help you avoid the same fate.
At first, I thought it was a compliment. It sounded rather flattering. OK I think I would like to be know as that. But then the next part of the feedback came. “And the client said he had no idea what you were talking about.” Uh oh!
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I am working on a new sales project and I am sharing what is happening, hoping that it may help you in your selling.
I’ve gotten to the point in this project where I need to start building a list of prospects. I need some quick wins in this project, so I’m looking for ways to leverage companies my client has spoken to before. To find these types of companies I’ve been fishing around in my client’s CRM.
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Those who do not remember the past are condemned to repeat it. George Santayana, American philosopher (1863-1952)
I’m working on a new sales project, and I need some quick wins.
One instinct in this situation is to jump in and start prospecting without wasting any time. But I like to figure out which direction I need to point before I go running off.
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I am continuing to report on findings from my new sales project. The project has already thrown up a few reminders I see time-and-time-again in the sales world.
To remind you of the story so far. I am taking over a sales territory from a salesperson that has recently left the client’s company. I am looking for some quick wins in this situation as this will help keep the project going. I have been looking through the “old dusty files” to see if the previous salesperson left any qualified opportunities that could be quickly closed.
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I’ve started a new sales project, and I need some quick wins to show my clients that they made the right decision.
If you’ve ever started a new sales job, or been given a new territory, you will recognize this scenario. I’m going to be writing about how I tackle this situation, applying my sales strategies, and letting you know how they work out (or don’t).
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