I hear it over and over again. Isn’t there an easier way to do this? More often than not, the answer is “NO.” Successful sales people don’t succeed based on shortcuts (at least not over the long term).
Below are 3 common shortcuts you can’t use in sales.
1. You can’t force the sale
I get it, you want that prospect to buy from you. They fit the ideal profile (hopefully) and you’ve undercovered pain (hopefully). They are prime and ready for you to pitch. WRONG! Don’t move too quickly through the sales process because you may end up missing important information, or worse, ask before the customer is ready and blow your opportunity altogether.
2. You can’t avoid follow-up planning
Companies are getting (sales) smarter and structuring time each day for prospecting. Unfortunately, that is normally focused on sourcing new leads and uncovering opportunities. But what happens when that customer wants info next week? Or what if they weren’t interested when you spoke, but they didn’t cut you off either? You (or your salespeople) need to plan for follow up…everyday. Put just as much effort into follow up as you do into the initial hunt.
3. You can’t move on before you hear “NO”
I’m not suggesting you beat a dead horse. But what I am suggesting is you keep a qualified (or potentially qualified) prospect in your rotation until you hear a “no.” If you’ve been calling on them for quite some time without a positive response, get them on the phone and ask for a no.
Hopefully you can avoid those 3 shortcuts (and many more!). If you have any questions, feel free to contact me. I am always open to chat!
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