In sales we are often as good as our last….. deal, demo, quarter, territory we managed. It’s the only profession where you get to start all over again at the beginning of each month. Not only do you have to move forward with your skills but you must utilize your tools, processes and create the opportunities.
Oh yeah, I forgot about your risk averse prospects- the ones sitting tight waiting for this year to end or wondering what they can do to look busy or productive because they have survived another round of lay-offs and after meeting with their buddies at dinner the other night, they are worried.
I’ve talked about No-Po’s a lot as they lack influence and are usually the first ones to go during uncertain times. Hey here’s an idea- why don’t you help them find another job? That’s right, instead of calling them all the time to see how things are moving along and if they’ve talked with their boss, you can call them and mention you have some potential opportunities with another company. New ways of bonding don’t you think?
The biggest difference between salespeople and No-Po’s are salespeople know how to make something happen. They know how to establish rapport and get people together, they know how to uncover needs and move something through the sales cycle, they know how to be resourceful and create opportunities. As The Sales Hunter confirms, having the motivation to sell is the most important thing to get you through this.
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