Unfortunately a huge amount of time and energy is wasted during the prospecting phase of the sales process. Too many eager sellers are randomly smiling and dialing. Do they really think clients are sitting by the telephone excitedly waiting for calls from salespeople to hear them pitch their products or services?
In sales we quickly learn that pressure comes with the territory. We typically operate in high-pressure Boiler Room style environments and our leaders focus on keeping the heat cranked up in an effort to motivate us to exceed ever-increasing revenue targets. But it doesn't work. There is a better way. It's time to release the pressure.
Anyone can learn how to sell. That is if you think selling is simply about following the steps of a choreographed sales process or mastering the latest selling techniques. But of course it isn't, at least not any more. What worked before doesn’t work any longer. The truth is that selling has evolved and we need to be much more than in the past.