How Detective Work Helps Ultra-High Performers Hit Their Number
Make Sales Investigation Part of Your Daily RegimenAn investigative mindset helps ultra-high performing salespeople uncover clues that lead to more business. Here’s how doing a little “detective work” can help you hit your number.Make sales investigation part of your daily regime.
How Looking For Clues Helps You Close More Business
You need to take the time to do some investigating in order to unearth hidden opportunities.
- For example, one of the salespeople noticed a connection had changed jobs and posted a nice note on their new company’s Facebook page.
- A few mutual connections had posted questions that were pertinent to challenges that they solve for people.
- Someone was in planning mode for training their teams.
Build Familiarity to Establish Connections
Your detective work may not always find opportunities, but the process you adhere to will always build familiarity with the contacts and connections in your network.
- That greater familiarity will breed likability over time. It always does.
Drive Relationships With A Focus on Value
Ultra-high performers with this mentality are not trying to “sell people” on a product or service. They are focused on awareness and value and looking for moments in time to articulate this.
- Selling will be organic and will naturally occur-and in the end drive stronger customer relationships.
Take Advantage of Trigger Events
Investigate the social chain of connections and get in contact with potential clients first to get ahead of the competition
- This will allow you to capitalize on trigger events or moments of opportunity that otherwise you may not realize you are missing out on
Leverage the Availability Bias
People often make decisions based on the information that is in already in front of them
- Having an investigative mindset allows you to get there first and be first in line when it comes to the decision making process
- Using this mindset, you will be able to prove that you know what you are talking about
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