Many salespeople engage in a stop-start mentality in their sales practice. They start selling, land a few good prospects or customers, try to leverage them for all they are worth, then find themselves back at the beginning, having to start selling again. It’s little wonder that so many salespeople are not achieving continuous growth of a book of business.
In Sales Yoga we practice Sales Flow in how we sell, how we converse, and how we serve. For now, I’m going to focus on the first piece since, without it, there aren’t enough prospects with which to converse and serve.
One of the best examples of Sales Flow was demonstrated by Kerri, a senior sales manager at a multinational firm based on the East Coast. In advising her and her team on the principles of Sales Yoga, it was the need for Sales Flow that had the biggest impact. Kerri, in particular, was in the detrimental habit of stop-start selling. As she made the shift to Sales Flow, she found that the book of business she managed grew faster than ever, doubling in less than a year’s time.
Three of the keys to Kerri’s Sales Flow were as follows:
To sell or not to sell is not the question.
How you sell is.
Sales Flow is the way to grow and stop-start selling has got to go.