Why We Need to Change Course in Sales

By Steve Martinez

I rarely sit in a window seat of an airline. My preference is the aisle seat. However, I caught a standby seat that would get me home earlier. I was issued a window seat. It was interesting watching the earth pass under me as we crossed the country. As we approached my destination, I noticed the plane shifted and adjusted several times. There was a noticeable turn in our direction as we banked to our final approach.

In sales, we must make similar adjustments as we approach our closing destination. In a recent selling situation my actions were very similar to a pilot. I knew where my final destination was and there were only a few last minute issues the buyer was concerned with. I had already made several adjustments based on the buyers needs to reach my position for the close.

The right sales strategy is to make the required course adjustments of our solution with our client throughout the sales process. The only way for us to know what the buyer’s challenges are, is to raise these issues during the sales development phase with good questions. It is the same thing with a pilot. The turbulence and changes in the wind make it important for changes in the flight course. If either the pilot or the salesperson doesn’t make these adjustments, they will be off course and it becomes impossible to reach the final destination.

Asking good questions and making sales solution adjustments is the key to reaching the right destination.
 

Steve Martinez President Selling Magic, LLC Toll free (877) 762-4423 Local call (951) 277-0080 www.sellingmagic.com

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