I hate that word "wait" or the phrase "I am waiting...." around a pipeline conversation.
Ever think about it? What kind of successful sales pro elects to "wait" on any deal?! We are sales people because we love control.....control over our day, our earnings and the deal! If we are "waiting" (it even hurts to write the word), we are not in control. But listen carefully to pipeline conversations around you, and to your own inner voice about what it will take to advance the deal. You'll hear THAT word all of the time. If I let myself use THAT word, I know that I am failing myself and/or my team. If my sales person or manager is using it, the conversation doesn't end until we can replace THAT word, with concrete next steps to take control back.
When your coach is telling you, "I am waiting on.........." what can you do to take back control from the prospect's "internal review process"? Check in tomorrow and I'll have some suggestions. I hope I get some from you!
The art and science of selling.
Welcome!
This is a blog dedicated to the art and science of selling. How many of us grew up planning a career in sales? How many college class catalogs have a course called "Sales 101"? (Please don't confuse sales with marketing in the course catalogs.) How much study have we given to this rewarding profession?
Facts are, the overwhelming majority of sales people "fell" into sales. Unless we work for a larger company with professional development budgets, most of us have never had formal training in the profession. And let's face it, most sales people simply "wing it" on the sales call. None of this is good for our success or profession.
This blog looks to promote more art and science into the profession of sales so that your results, either as an individual contributor or as a sales leader, become better, more predictable and sustainable. Many years of b2b sales experience and management experience give me a vast reservoir of sales and leadership wisdom to share with you. I am glad you came and I hope you contribute.
Facts are, the overwhelming majority of sales people "fell" into sales. Unless we work for a larger company with professional development budgets, most of us have never had formal training in the profession. And let's face it, most sales people simply "wing it" on the sales call. None of this is good for our success or profession.
This blog looks to promote more art and science into the profession of sales so that your results, either as an individual contributor or as a sales leader, become better, more predictable and sustainable. Many years of b2b sales experience and management experience give me a vast reservoir of sales and leadership wisdom to share with you. I am glad you came and I hope you contribute.
No comments:
Post a Comment