Sales has been a “gut-feel” profession for so long. Salespeople and Sales Leaders alike have been attributed with some kind of sixth sense that enables them to know what to do and how to do it at just the right time in the sales cycle to score that game-changing deal. This Gandalf-like wizardry has seen many a career accelerate at great speed, only to crash and burn just as fast. But why?
“Houston we have a problem!” is a quote made famous by Tom Hanks in his portrayal of Astronaut James Lovell in the 1995 movie Apollo 13 after their spacecraft experiences massive damage ending their mission to the Moon and putting the lives of the three astronauts on board in great jeopardy.
I chose this quote to open my post because just like James Lovell and his crew mates John Swigert, Jr. and Fred Haise Jr – you, me and everybody in the profession of selling face equally great jeopardy. Let me explain why.