Do you own one of those fans, where the first speed on the dial is the top speed? At first, this annoyed me. But I have come to realize that this design is meant to help me make the right choice. When you live in Florida and the heat rolls in—it's a good idea to go with more air.
If you are in sales, I suggest you go right for the top speed every time you have a choice.
Here are some ways to operate at top speed:
- Select better prospects
- Uncover more important needs
- Keep the sales process moving quickly
- Present bigger proposals
To turn it up to top speed, use our Hourglass Needs Analysis. This method of needs analysis helps you discover the most important and urgent need the prospect has, in the least amount of time. And for a salesperson, that's like a cool breeze on a hot summer day!
John Henley is the Chief Operating Officer at The Center for Sales Strategy