I was reading a LinkedIn forum hosted by the Sales Association and it was discussing what differentiates successful sellers from the rest. Reflecting on some difficult wins I can’t help but think its a case of tenacity and discipline. The sales cycle of some deals can become quite lengthy. And often sales professionals lose interest and the deal withers away.
There is practical day to day explanation about this is in my very first blog post:
“The Master Seller listens before talking
Sells without effort
Sharing without preaching
Explaining without judging
Demonstrating without closing.
Never assuming the sale, the seller never loses one.”
The trick here is they never assume the sale is won. They keep at it; doing all the things we expect of great sales people: following up, keeping in touch, overcoming objections, and genuinely trying to serve. This kind of patience is unusual.
“If you want to speed up the sale
you must give the deal time to breath
If you want to dispel objections
you must allow them to flourish
If you want to take new business
you must give time and patience.
This is the path to success.”
Winning sales folks “stick with it”. They don’t give up. They keep at and again never assume the sales is lost.
If you’d like read more about this you can find the blog posts at https://taotechingofsales.com/2012/11/03/listening/