A sense of urgency and creating momentum are critical to the success of any sales organization. As a daily mantra for my clients' sales teams, I like to suggest "What can you do today to create an order?"
Many sales teams wait for situations to occur to eventually close an order. Great sales teams create situations that cause orders to occur. These situations may be chaotic or a well-planned series of events, others are developed with the skill of a brain surgeon during discovery, and others are just plain salesmanship.
A good friend of mine, Jeb Blount from Sales Gravy, likes to use these questions with his clients:
Making sales happen requires you can answer these questions correctly; these critical issues are missing in many sales management one-on-one sales opportunity discussions.
High-performance salespeople are creative and are constantly rethinking their sales strategies and competitive repositioning. Have you touched all the bases? Are you challenging the strategy of your thinking? Are you thinking about what else you can do to win this sales opportunity all the time? Who else can you talk with or bring into this opportunity?
Make it happen now, and you will celebrate all through the summer.
Posted by Ken Thoreson on April 21, 2014 at 1:00 PM
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