And other days, effortlessly our performance is inspired. In these competitive times, the peak performance I have come to most value is in the sales process. Unless I close sales, there will be no books, speeches, opinion-editorials and blog posts to ghostwrite. When we deliver inspired pitches, in text, on the phone and in person we usually land those plum jobs and assignments.
Most of time, we can't predict those random acts of inspired selling. But we always know when we are in them. How can we max their impacts? Here are four tips.
Trust ourselves. We are in a field force we can't understand. But while in it our decisions and actions will be on the money.
Stay connected to prospect. It's too easy to float into the ether of transcendence. One way to remain aligned with prospect is to continue to ask questions.
Do a trial close. At that point we have led the prospect through several doors. Stop. Tell the prospect you want the sale and what will it take to get it. Stop. The odds are the prospect will then speak. Listen.
Cross sell. By introducing other services we take the prospect into a deep dive of our expertise. That can dazzle.
If we are taking full advantage of those random acts of inspired pitching then we should have more than enough work. We don't have to be in angst when that next vortex of whatever will overtake us - and the prospect.