Thoughtful Thursdays – P’s are not only for marketing
The “P’s” of marketing are more often discussed than the “P’s” of sales. They are equally important to the objectives of the two distinct but related departments of any business.
Today’s sales thought is about the sales “P’s”. Specifically, Patience, Persistence and Proactiveness. The successful sales professional consitently demonstrates these characteristics.
It takes time to close a sale, often more than anticpated. There are any number of reasons for delays and they can be on the supplier or the customer side. The sales person is tasked with facilitating the process and minimizing the time that extends the sales cycle. If you are doing all the right things, the sale will close. Be patient.
Be patient, but not to the point of not connecting with your prospect on a regular basis. Each call leads to the next with additioanl questions and/or delivery of information. Schedule the follow up and make sure is happens. Be persistent.
It is easy to fall into the trap of assuming that your prospect will get back to you as they said they would. I have had many conversations with sales people who are waiting for the phone to ring. If scheduled conversations are not happening, take action and follow up yourself. Be proactive.
Sales “P’s” are equally as important as marketing “P’s”.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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