Most consultative sales people know that we should make the difficult calls first but, all too often, we go initially for the easy ones.
Think about what makes them “easy.” It is some combination of personality, relationship, respect and opportunity.
- Personality. You communicate well and have fun, interesting conversations.
- Relationship. You trust one another and value the personal connection you have built over time.
- Respect for Expertise. You know that your knowledge and experience are appreciated.
- Opportunity. You have been successful in providing your product/service solutions and know that you will be called upon again and again when there is a business need.
