Three months ago during a sales call I was told by a potential company owner that all a salesperson requires are scripts and time to close a deal.
They actually told me that having a personality and being money motivated can get in the way of the sale.
When I received my follow up notification today I called them and their Cricket phone has been disconnected.
To close deals, a lot of deals, I believe it takes a lot more than scripts and time.
A lot more.
Having the ability to put emphasis on key selling points, handle call control, listening and engaging the client while and at the same time navigating through the prospects moods, voice modulations, and directing the call to the close is imperative.
Additionally, an astute salesperson will not just be presenting their product and/or service and their conversational skills, but they will also want to gauge on whether or not the client is viable for enrollment or has legitimate interest. Time management is a key factor for any successful salesperson, especially if sales quotas are to be met.
Why spend our time on following up with a dead or low probablity lead when we can be spending more time doing things that make us money?
We all know that TIME IS MONEY and that every minute saved from having to follow up with a lead that has a low closing probability is more time you can spend headhunting, marketing, and calling those whose interest is genuine and should close.
By combining the ability to present the product, control the call, and reading the clients level of interest all comes down to sales intuition. Above all, salesperson's intuition is required to close the most deals and have the most success … and make the most money.
Captain Obvious says, “More time means more sales means more money.”
· Sales Intuition
· Time Management
· Compensation for Over-Achieving
· Educated Diligence
I’m not stating that a scripts, product knowledge, and experience aren’t required for a salesperson to get through their day.
I’m stating that it takes that and then a whole lot more.