Conquering the Sales Mountain

The sales “Mountain” may seem to be a very steep slope to climb especially if you are trying to push your prospects to the top of the mountain so they can get to the other side. In traditional selling salespeople may find the process of climbing the mountain to be fairly easy at first and once you have reached the halfway point or the top of the mountain it becomes exhausting and starts to slow down.

Too many times salespeople try to get behind their prospects and push them up the mountain. They do this by telling them how great their product or service may be, put together presentations to show the prospect how they can help and they want the prospect to demo their product or service or talk to references in hopes they climb faster. There is one big problem with this, it is EXHAUSTING.

Next time do this, stand at the top of the mountain and figure out why your prospect wants to get to the other side. Find out why now is the time they want to climb and have them tell you why you are the right guide that can safely help them up the mountain to enjoy the rewards on the other side. Presentations and demo's should not be used to get someone to the top, instead they should be used for the final steps to help them decide if they want to tip over the mountain.

If they have already convinced you why they want to climb, why now is the time and why you are the right guide you’ll find your sales cycle much shorter and you will still have plenty of energy left over to help other prospects reach the top as well.