Not all buyers have the same priorities … but sometimes we make the mistake of imagining they do. The buyer’s journey has certain discrete stages. It’s our responsibility as sales professionals to understand these stages, identify the priorities that connect to each stage, and then adapt to those priorities.
We’re all taught at some point that we need to ask for a Call to Action (CTA)– a request that the person we’re talking to commit to do something. And usually, we make that request. But how effectively?
Some small business owners fuel problems that don't have to exist by focusing more on their product or service than their sales force.
Having quality products and services is only half the goal; the other half is developing a high-performing sales staff to present them in the marketplace.
The “forecast” from the salesperson is not based on any meaningful data. It’s more of a guess. Often, what sales leaders hear is best translated as, “See, I’m a closer!” Or, if a deal collapses, as, “Look, it wasn’t my fault.”
The sales game is played in a very competitive arena, and the highest-producing salespersons relish matching their talent with other sales professionals and prospects.
