Like success in any professional career, there are many ingredients to success in selling. Accurate opportunity targeting – as my friends at Selling To Zebras will tell you, is a critical one. Chase the right prey and your hunt will be more successful.
Another key element is using a solid framework (pick a methodology that fits your situation) for high-gain conversations with prospects to elicit their needs and to link your solutions in meaningful ways.
Also important are elements like pre-call planning, lead-nurturing, compelling proposal creation, Ferocious Follow-up – the list is too long to discuss in one post.
One inescapable success factor is activity. A wise sales mentor once told me that activity yields opportunity which yields results. Sometimes hearing that sales is a “numbers game” is a turn off. It makes the sales process seem cheesy or pushy in some way. But the fact that you need to produce quantity as well as target quality is not a contradiction. It takes both. You can have the best targets in the world, but unless you are acting on them daily, all you have is a glorified list. Go ahead – put up some numbers today!
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