Sales superstars make quick decisions. On the surface this might seem like a problem. A quick decision does not mean a rash decision. It means when a sales person has gathered enough information on a problem they pull the trigger and take action. An inability to make decisions will prolong the sales process and will often lose the sale. Anything the sales person expects when they are buying, they will tolerate when selling. If a sales person is not a good decision maker and is in the habit of "thinking it over", this sales person will be vulnerable to "think it overs" from prospects. It just makes sense. If the sales person wouldn't decide, why would they expect the prospect to decide? This prolongs the sales cycle and leads to very unclear next steps.
So take stock of your "personal buying cycle." The way you make major financial decisions in your life will dictate your expectations of how your prospects should decide. If you are a comparison shopper, or a research junkie, or a price shopper, you will be expecting these things and thus accept them. Chances are when you hear these objections they will make sense to you and you'll miss an opportunity to tangibly move the sale forward. Research by Dave Kurlan of Objective Management Inc., a sales skills assessment company, suggests that sales people can be 50% more effective if they take the steps necessary to become better decision makers.
Only good decision makers can get other people to make decisions. Certainly don't be rash in your decisions but learn to make quick decisions. You'll begin expecting your prospects to decide quickly as well. Sales Superstars make quick decisions, be a good decision maker.
Thursday, May 19, 2011
Wednesday, May 18, 2011
MAPS
Paradigms are maps in your mind. In selling, it should never be about the destination. That should already be decided. If I do not know where I want to end up, then any road I choose will do. I am not pursuing a destination, I am just out for a drive.
However, if you have your destination (goal) in mind, then you must decide this:
What road or strategy am I going to pursue and implement to reach my destination?
There is more than one road to your intended destination. But only one road will get you there.
Decide on your paradigm and implement it. It is the journey that gets you where you want to end up.
However, if you have your destination (goal) in mind, then you must decide this:
What road or strategy am I going to pursue and implement to reach my destination?
There is more than one road to your intended destination. But only one road will get you there.
Decide on your paradigm and implement it. It is the journey that gets you where you want to end up.
The Physics of Baseball and Selling
Fact:
A baseball thrown 90 miles per hour takes only .483 seconds to reach home plate.
A bat only makes contact with a baseball for .001 seconds. That’s only 1/1000th of a second!
The human eye blinks at a speed of .400 seconds.
According to experts, hitting a baseball thrown at high speeds is the most difficult thing to do in the sports world. The best hitters in baseball say that there is no room for a lack of concentration. You must focus on the ball from the time it leaves the pitcher’s hand until it makes contact with the bat. Things happen so fast, that even taking the time to blink can mean missing everything. It also means that a simple blink of an eye makes you take your focus off of the ball long enough to turn a home run into a strike.
How FOCUSED are you each day? Are you concentrating on the right things? Are you eliminating the “blinks” that can take your focus off of the target? Are you digging in and committing to move people around the bases, as it were? Luckily our career doesn’t require us to do the most difficult things on a daily basis. Our career just requires us to do something. As we approach the end of the month and our next bonus level is within our reach, time is definitely of the essence. It may not necessarily be in milliseconds, but in the life of a Worldpay AE, every second counts.
Skill+Training+CONCENTRATION= Sustained Success
For your joy,
John Davis
A baseball thrown 90 miles per hour takes only .483 seconds to reach home plate.
A bat only makes contact with a baseball for .001 seconds. That’s only 1/1000th of a second!
The human eye blinks at a speed of .400 seconds.
According to experts, hitting a baseball thrown at high speeds is the most difficult thing to do in the sports world. The best hitters in baseball say that there is no room for a lack of concentration. You must focus on the ball from the time it leaves the pitcher’s hand until it makes contact with the bat. Things happen so fast, that even taking the time to blink can mean missing everything. It also means that a simple blink of an eye makes you take your focus off of the ball long enough to turn a home run into a strike.
How FOCUSED are you each day? Are you concentrating on the right things? Are you eliminating the “blinks” that can take your focus off of the target? Are you digging in and committing to move people around the bases, as it were? Luckily our career doesn’t require us to do the most difficult things on a daily basis. Our career just requires us to do something. As we approach the end of the month and our next bonus level is within our reach, time is definitely of the essence. It may not necessarily be in milliseconds, but in the life of a Worldpay AE, every second counts.
Skill+Training+CONCENTRATION= Sustained Success
For your joy,
John Davis
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