Manage your behaviour, not numbers

You can’t manage what you can’t control but you can manage what will influence what you can’t control.

You can’t manage the number of sales you’re going to make but you can manage the behaviour that will help you make those sales. It is clear that you simply can’t predict who will and won’t buy from you. It is only the prospect who knows if they really want what you’re selling but on the rare occasion. The prospect isn’t very clear on what they want specifically but they know they need a solution (Which you can give them). Whether they have the budget and if they can make the decision to move forward is completely outside of our control.

However, there are some things in your control, such as:

  • Strategically developing a plan based on the number of calls we need to make.
  • Creating questions that qualify the prospect for need, budget and decision-making.
  • Disqualifying those prospects who won’t or aren’t ready to move forward.

We frequently let our persistence stall our sales development and this can keep us from identifying whether a prospect qualifies or disqualifies to be a client.

If it happens that it’s the wrong timing for the prospect. We can ask questions to discover if there is a better time to approach the topic. Whilst this may be a good use of persistence it is of no use if the prospect is not completely engaged in the agreement to regroup at another time.

Pipeline filling behaviour will improve your chances of closing business. The reason we hang in too long or bail out too easily when prospecting or in the middle of a sale tends to centre around three things:

  • Our Attitude
  • Our Behaviour
  • Our Technique

Managing your behaviour and attitude is all about doing the things that will result in gaining business. It’s about taking control of where and with whom you spend your time and energy. It’s ultimately about developing a plan and following it through each time, and being part of your plan rather than the prospect’s.

Remember: Some will. Some won’t. Who cares? Who’s next?

Blog Editor

Blog Editor

Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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