An organized salesperson, capable of keeping a record of the entire business relationship, has a lot to gain. This profile creates empathy in the client and is capable of creating a relationship of trust that is highly oriented towards what the client needs. In short, it is a sure value for the image of our company. So far, everything is perfect, the problem comes when this order
does not translate into control of the sales cycle.and when that process remains just that, a process.
The problem comes when this methodical profile does not have the necessary eye to close the sale when necessary:
when you know how to heat up the sale
, but he is not able to bring it to a boil. And they say that in sales, what does not boil, flees.
Because we have to burn into our minds the maxim that customers are the center of any company , but we must also understand that we are very far from theirs. We have to provide great value, but we also have to be convincing and accurate both with our messages and with our observations.
If we go into the sales forecasting chapter, this profile will do the closest thing to the meteorology that can be seen in a company. It will take into account pressures, isobars and trade winds. It will give you a percentage report of the status of its portfolio, but it will forget to mention that punch that every salesperson must have. It will give you scenarios, but it may forget about the staging.
And the process is like a map, it takes you to the front door, but it doesn't tell you where the keys are. And when a salesperson is not able to translate their order and documentation into sales, something is wrong. Does this mean that this profile is not suitable for a sales job with high objectives? Nothing could be further from the truth, these profiles are essential today, and it is the job of those responsible to help them complete their exceptional previous work.
provide him with that eye and that mischief
, which every salesperson must have. With experience? Without a doubt, but let us remember that philosopher who said something like experience is a lesson when it is based on criticism and evaluation, otherwise we are talking about vices.
