Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World
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Being an agile seller virtually guarantees a prosperous career.
When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results.
What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days.
In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.
acronyms like DBA, B2B, and BPO throughout their conversation. They may frequently use terms like TCO, EBITDA, and DSOs too. After selling for many years as well as working on so many new product launches, I’ve discovered how crucial it is to learn the lingo quickly. Starting on day one, create your own dictionary. Any time you hear a new word or phrase, jot it down immediately. Then, when you get time, ask someone in the company to define it for you. Make sure you get precise definitions too,
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our best prospects. Tell others what you’re learning before you tell your prospects. 26 RECOGNIZE THE “ENOUGH” POINT How do you know when your deep dive is done? At the beginning of this section, we talked about its being a thirty-day process. However, it really depends on the complexity of your product or service offerings and how new you are to a particular field. Occasionally it can take days; more often, your learning extends for months. No matter the case, though, you can’t wait until
Start by focusing on the part of the sales process where you really need help. For example, if you’re losing to “no decision” too much, listen in on top sellers’ conversations or attend meetings where this is the topic of discussion. If you’re losing to competitors too often, you’ll want to participate in calls or events where the seasoned pro is engaged in a tough competitive battle. To get the most value from your observations, learn as much as you can about how top sellers think and the
the blame elsewhere. I encourage you to be honest with yourself. What success-sabotaging behaviors do you have? Take a serious look at their cue, the routine you have in place, and the reward you’re getting. Then change the routine for a new, ingrained habit that yields better results. Replace bad habits with ones that serve you better. 56 GET GRITTIER Let’s talk about those days or even weeks when you’re so frustrated with how difficult it is to figure everything out. You’re worried about