Your Greatest Opponent
We all have our favorite sales strategies. If you don’t, in time, I’m sure you will develop your top five or six that you can use with any customer from any angle.
But never lose sight of the fundamental truth in where calls are lost, which will seldom be from lack of strategy or knowledge but almost always from FATIGUE.
Mental acuity is the greatest asset in winning a customer. When you have it, you know. Your rebuttals come quick, questions are thoughtful, and the customer is thoroughly engaged. Some will call this “flow”, but it’s really just paying attention. And you can’t pay attention if you’re tired.
Avoid pitching consecutively without a break or clustering your important pitches around the same time. We all have limited acts of greatness per day. Managing the deployment of yours will make all the difference.