Although this quote didn’t originally apply to salespeople we feel that it captures one of the key characteristics of high performing sales people – that they are proactive and make things happen by stimulating demand.
In boom times salespeople can get by (and even do quite well) relying on opportunities that come to them or which they stumble across and find by working the numbers. Working hard is a great foundation but liberating sales potential involves working smart as well.
A great resolution for the new year is to focus on developing your ability to stimulate demand by becoming a master of your market, understanding your value and developing the ability to ask lightbulb questions that move your prospect out of the satisfied stage of their buying cycle.
Senior Consultant at SBR Consulting