Many sales reps struggle with lost deals, looooong sales cycles and/or opportunities stuck in their funnel that NEVER move forward. Ever.
In many cases it’s because they're rushing to the presentation and trying to close the deal at 80 mph. By speeding through the process, you aren’t building a sound foundation in the first steps of the sales process that allow you to best discover how you can help the customer.
By racing to the presentation, or ‘close’, what nuggets of goodness are you missing on the sales journey?
When I am out for a ride, I love to enjoy the journey - drive down a slow winding road, stop at an interesting site and maybe take a picture of my beautiful bike at the interesting site (and then post on social media!). Because I am curious, I might see another road that veers off that I haven't ridden before...so I follow that road and see where it goes. The ride is a journey and an adventure of potential discovery-if you're curious and patient enough, you'll see and learn something new every time. Something valuable and insightful. Riding a motorcycle (like sales) is most enjoyable when you make the effort to enjoy every moment of the journey, learn and discover new things and not rush 80 mph to my destination. No mater how hungry I am.
Another example would be taking the ‘main road’ (price?!?!) that everyone else is taking and getting stuck in traffic. If you were heading out for a prospective client visit and knew there were going to be obstacles – lots of traffic, construction, roadblocks and detours, you would likely PLAN to go another route to get to your destination, right? The sales journey requires the same type of ‘sales call’ planning ahead of time and a patient, thoughtful approach as well to prepare for or avoid obstacles and maximize the chance for success.
For your ‘sales journey’, commit to being curious and learning as much as you can during the process.
All of this will position you to be even better able to show how you can help clients solve problems and/or leverage opportunities. By going slower, you will likely get there faster
So treat the sales process like an enjoyable, scenic ride. Not only will you increase the chances of earning more business, you'll likely shorten your sales cycle. You will also get away from focusing solely on price as well since you will be better able to demonstrate how you can solve their problems with the information you learn along the way. Your value as a consultative sales professional goes up.
Enjoy the journey and see how what you learn along the way BETTER HELPS YOU help your customers!
How riding a motorcycle is like the sales journey: