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Sales Tip for June 2010 - Volume
4 |
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Patience Is A Virtue
... Or Is It? |
Picture the
sales department of an organization: five or six salespeople sitting
patiently waiting for the phone to ring. Waiting for prospective
customers to call and express their desire to buy the company's
products and services. And, waiting for prospects who had promised
to "think it over" to call and reveal their buying decisions.
Whoever said, "Patience is a virtue" was most likely not a
salesperson, and definitely not a sales manager. Patience, more
often than not, leads to inaction. Yet, in the sales arena, action
is the most valued asset, especially action that leads to targeted
results.
Some selling opportunities can be developed and completed quickly;
others take more time. Typically, the more complex the opportunity;
the longer it takes. Trying to steamroll through the process - short
or long - is rarely, if ever, an appropriate strategy. So some
patience is necessary; but not too much patience. Actually,
salespeople should be a bit impatient - constructively impatient.
That is, they should always be looking for ways to move things
along, and at the same time, identifying and removing potential
roadblocks before they occur.
Being constructively impatient
about discovering new selling opportunities is also appropriate. If
the intended results don't materialize fast enough from one
activity, try something else, and if necessary, something else.
So, patience may be a virtue, but
if a little impatience stimulates action, and the action helps you
reach your intended results, then impatience may be the real virtue.
©
Sandler Systems, Inc. All rights
reserved.
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Danny Wood is a
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and a Sandler Training affiliate.
Danny specializes in
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sales team.
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