Take absolute control of your sales process

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Bappy
Posts: 5
Joined: Thu Jul 28, 2022 8:31 am

Take absolute control of your sales process

Post by Bappy »

It is well said: “if you don't want it to fail, do it yourself!” This is the message to go through the delicate situations that precede victory. It is not appropriate to depend on anyone at times like this. This applies both in sales and in any other professional act. Any sensitive process must be placed under direct control. This is the best way to avoid mistakes and delays. Prospecting, qualification of "leads", preparation, presentation, argumentation, closing and post-sale, must be controlled directly and closely.

In this sense, "the professional double traction" goes in the opposite direction (at least temporarily), to the delegation. Ask first, then listen, then phone database take complete control. You are the trusted expert, consultant, director and advisor. Show the prospect that you have the same credit as a doctor who is treating the discomfort or pain. No one turns to a doctor putting their own diagnosis and medication first. She does so expecting help and solution. You are the doctor, and at this point there is no justifiable delegation. Take the entire process under your control and sell.

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4.- Set much more ambitious goals.- In line with point 2, when faced with complex situations that prevent you from realizing the imminent victory, modify and increase your original goals. It may seem counter-intuitive, but it's the right way to nurture the mindset you need when the going gets tough. This is what “double traction” is all about. This logic works in reverse of the old statement: “never complain that something is wrong because it can always be worse”. When a complex situation arises, do not think that you just need to overcome it, rather that you need to take advantage of it to go far beyond what you expected.
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