There are people who say “selling isn’t rocket science. Anyone can do it.”

If you believe this to be true, skip this section. Because true selling is rocket
science. It’s an art and a science. It is built on strong persuasion skills,
which requires a keen understanding of human nature. It is built on strong
commitment to search and discovery.

At the outset, it requires the sales force to move away from selling interest to
selling urgency. Interest is something that may or may not resolve into a
sale. Most salespeople are in the creating and selling interest, which can
take years to resolve. Urgency, by contrast, should lead to closure in a very
short time frame.

Then, the sales force needs to prove it satisfies the urgency. Most
salespeople, by contrast, make unsupported assertions.

Next, the sales force needs to manage a process, based on the urgency.

The process must move forward with payments in kind by the prospect.

We need to ask the prospect to show commitment, but not unreasonable
commitment. We can’t ask them to wire us $1 million before they even meet
us. But we can ask for a sales meeting (as an example of payment in kind.)

Finally, the sales force needs to ask for closure, overcoming any hurdles that
arise.

Invite us in to show how we can do it.