We all know how important getting a ‘yes’ is, but how important is the word ‘no’ in sales? For some companies the word ‘no’ is just as (if not) more powerful than a ‘yes’.
The number one killer of value in any sales model is time wasting and salespeople not knowing where and how to apply their time. I call this scenario ‘The Black Hole effect: lots of time going-in but nothing comes out, ever! By out, I mean productivity, tangible value, results and outcomes.
I have talked in past blogs about ‘Crazy Customers’ and their damaging effect on time management and sales-performance. The key to eliminating times wasters is to get comfortable with saying the word, “No.” As a salesperson you need to know your place; and that is in-front of customers. But not just any customers, the right customers! When I’m working with a sales team, I always look for ways the salespeople can maximise their time, value and output. The first place I start is in understanding where salespeople add most value and structuring their time more in that activity, and to create support structures around them to allow them to do so.