If you’ve done your job right in leading your customer through the sale process, you’ve already done a needs analysis, customized a proposal, had some trial closes, and you’re ready to get down to business. The art of the sale is to find the customer’s pain points and then demonstrate how your product will solve their business problem.
If somebody called your business to ask a question about a product, would you put them on hold for 5 minutes? An hour? Ten hours?
Good salespeople are busy. They’re making cold calls, following up with inbound leads, reaching out to referrals, and conducting sales meetings. I see a lot of salespeople struggle with taking their sales game to the next level. One of the culprits is usually knowing what tasks to attack first, and how to prioritize everything that is demanding attention.