What better way to sum up the challenge of sales:
"Opportunities are obstacles"
Sales opportunities are supposed to be something to get excited about.
I mean, don’t we all want a territory full of opportunities?
Well maybe yes, and maybe no.
If you’ve ever sold a product that is difficult to sell, you probably wished you had more good prospects, more "opportunities" in your territory.
On the other hand, if you’ve ever sold a product that is ground-breaking, new, and innovative you’ve probably experienced how there are too many opportunities.
Too many in that every one wants to talk to you because you have something new to sell.
Everybody wants to see your new product, even though many of them won’t buy it.
They want to be educated on the new and latest thing.
And because of this, they can be obstacles to your success.
Obstacles because if you aren’t good at quickly qualifying your prospects as to which opportunities are good for you, and which are not – fast – then you’ll expend all your energy dog-and-ponying for a bunch of smiling-faced tire-kickers.
Going back to if you have a more difficult, established product to sell, then opportunities can be obstacles there too.
Obstacles because rarely are the leads that just fly in and land in your lap the best ones.
And when you chase the first thing that comes to you, you are expending your sales efforts on deals that may be losers for you.
You only have so much time in this day, in this week, in this month, in this year.
Whether you have too many opportunities coming to you or not enough, when they come easy, they are often obstacles.
What you want to be sure that you are doing is qualifying your leads quickly and thoroughly. You want to be sure that you are going after leads that have a high likelihood of purchasing from *you*.
One of the most effective things I learned early in my sales career was to qualify my leads as to whether or not they were likely to purchase from me. Not just whether they were likely to purchase *something*.
As you begin to think about how you are going to do great in sales in 2007, you should be sure that you are using the strategies that I teach in my Persuasive Selling Skills Audio Program. Not only do I show you how to uncover and stir up your prospects true purchasing emotions, but I also teach a simple but effective method for determining which prospects you should be selling to and which you should not.