There’s a saying in sales and it goes like this, “You’ve got to have leads to last”.
This is especially true if you are not good at sales (yet) or you are new to sales.
Your solution? Be obsessed with having a full pipeline.
I define your pipeline as the people that have had the offer presented to them or are on their way to having the offer presented to them. In other words, you are hunting them.
These could be people that you see at a networking event, businesses you see on billboards or people that you may not have talked to yet but you see how they could be a good prospect and doing business with them could be a great deal for both of you.
Perhaps you have some people that you have already spoken with but you have not been able to present the offer to them yet – these are also people that go in your pipeline.
You need a lot of people in all of the three phases.
There are personality types out there that buy everything. They buy from you because they are easily enthused about things and are excited to buy.
So one group of people buy anything.
Another group of people need exactly what you have so it’s all about timing. Some people say that sales is all about timing but that’s not always true because sometimes you have to create the right timing for the prospect, or else they are going to put it off for a “better” time. A time which more likely than not will never come.If you are not very good at sales yet or you’re still learning how to close and how to deal with objections, the one thing you can do is to go above and beyond to fill up your pipeline. Click To Tweet
That includes networking, cold-calling, digital prospecting, all of the above.
If you suck at closing, you can compensate by having a full pipeline.
It’s about volume.
Maybe it’s true that you are not the best talker, or that you don’t specifically excel at closing deals but that won’t stop you from making a sale with the people that buy easily and the people that see your product as a God-sent and the perfect timing.
You don’t have to be good, you have to be active. You’ve got to show up. You’ll get good by practicing.
Go to networking events and referral groups, talk to people wherever you go and tell them what you do. You will get some people just by doing that because it’s perfect timing for them.
We have a lot of curriculum in our training that can help you master everything that pertains to lead generation, selling, closing and lots more.
Nobody starts out being good but that doesn’t mean you won’t make any sales.
The people that are not making sales don’t have a full pipeline.
Today, focus your energy on telling as many people as you can about what you do.