Some of the best salespeople have the ability of quick thinking. Their thinking allows them to make a quick, effective response to challenges to their sales conversations. Yes, it’s a skill to make a quick decision. Sometimes quick thinking is not as effective in sales.
Don’t judge a problem situation too quickly.
There are some situations without clear black or white causes. You might judge who is at fault, but don’t judge too quickly. A rush to judgment can make you wrong or even more problematic make the situation worse. Ask yourself, “Are there extenuating circumstances?” or “Is there another side to consider? What are the common elements reported? Where is the difference? Am I biased either way?”
Be sure to ask questions to clarify what happened before you come to a judgment. Make sure one of your questions is a clarification of understanding. You would say, “Do I understand you correctly that X was what occurred.”
Don’t believe too quickly when thinking in sales.
What to believe in business today is a big challenge especially with AI and other sources of information. Don’t be too quick to assume what you hear or read is fact instead of some AI hallucination or less credible person. The algorithms may in fact magnify spurious content. Where did the information come from? Who generated it? Be a lot slower to trust information that seams sensational. More and more information is.
Filter out the people who only tell you good things.
Someone who is quick to give only positive feedback is not helpful. A valued advisor today is someone who can share both positives and negatives with you. No, you don’t have to be harsh when sharing tough criticism if you are giving it to others. You should be wary of your advisors if they are unable to share criticism with you.
Think about when you need honest feedback. You need to hear criticism when you have the opportunity to make a change before you make that all important sales presentation. Someone who is unable to give honest feedback really isn’t helpful when you are preparing for a a high stakes sales situation.
It’s been said that slow and steady wins the race. That applies to thinking in sales.
The Selling E-Letter ®
ENTERPRISE SELLING CERTIFICATION
This certification series provides the proven strategies you need when you are selling to multiple decision makers in a business-to-business environment. You want to minimize your sales cycle by knowing which prospects to focus on so you avoid wasting your time on prospects who have little probability of buying from you.
After the Sale Part 1 – Create Satisfied Customers
The work in Enterprise Sales continues after the sale. You must avoid creating buyer’s remorse. You make it easier to work with your customer when you avoid creating buyer’s remorse. It is your job as a sales professional to set expectations for how to work with your customers and what to expect when working with them. You can build a stronger relationship with your customer and get to know more people at your customer’s business. Look for ways to make your customer’s work easier and you will create a satisfied customer.