This is an interesting topic because it is often misunderstood.
When giving thought to establishing a “relationship” with prospects many Sales Representatives think of the process in terms of establishing a “friendship”.
Here is how Wikipedia defines friendship:
“Friendship is a relationship of mutual affection between people. Friendship is a stronger form of interpersonal bond than an association.”
Many Salespeople set out to establish a friendship with their prospects falsely thinking that if they are liked by the prospect they will be successful in differentiating themselves from their competition.
Not only does effectively qualifying sales opportunity make sound business sense it also makes you feel terrific!
Qualifying deals puts you in control. And when you’re in control you are focused, decisive and you feel strong. Effectively qualifying deals has a powerful positive effect on your mindset and performance.
Depending on your product or service, decision makers are usually in a leadership capacity and as a result possess an element of influence and authority.
As leaders their feet are held to the fire for performance and results. They are under daily pressure to deliver specific outcomes and move the company forward.
As leaders they are the ones in the company who care the most about the problems you fix and the opportunities you enable them to leverage. They are the ones ultimately responsible for the performance and success of their company, organization or department and this fact keeps them on the lookout for ideas and options. (I hope you see the opportunity in that reality and find it encouraging!)
In the first blog of this 5 part series, I encouraged you to put focus on what it takes to shorten your sales cycle. I explained that the skills needed to shorten the sales cycle are virtually the same skills required to achieve Peak Sales Performance.
I suggested 5 key areas to master, and in this blog I will provide a deeper explanation of why it is so powerful to understand and leverage business drivers and consequences.
There are some important topics in life and business that are brought up so frequently that over time our motivation to continue the conversation and take action fades and often disappears.
I think this is true with the discussion around shortening the sales cycle.
The topic certainly gets a lot of attention but typically not a whole lot is done about it. This is a great opportunity for you and your team to gain a competitive advantage.
The topic of shortening the sales cycle is a meaningful one because the skill it requires and the steps you will take are foundational to sales success in general.
The intensity of a Salesperson’s desire is based on how badly they want to succeed.
A Salesperson’s commitment is based on their willingness to do whatever it takes, ethically and professionally, to achieve their goals.
In your quest to elevate the performance of your sale’s organization it’s important for you to understand, for each Salesperson and Sales Manager, their level of desire and commitment.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.