As a young salesperson I would be told that I needed to create and maintain a momentum for each sales situation. What that actually meant was a bit of a mystery to me for a while, but over time I began to understand the power of that advice.
Very often you will hear an old salesperson say that they “feel” something wrong. What they are actually feeling is the loss of momentum in a sale. The client response is no longer urgent; their interest does not seem as strong; decisions are not happening; and it is difficult to get answers.
The best salespeople understand that it is their responsibility to keep the interest high, but also to quickly recognise when the sale is slipping away. The earlier you understand that the sale is not going to happen, the less time will be wasted by everybody concerned. That is all about understanding the momentum of a sale.
“Learn from the past, set vivid, detailed goals for the future and live in the only moment of time over which you have any control: now. “ Denis Waitely
That same philosophy applies to many situations in our lives.
Certainly starting and running a business requires there to be a momentum … and that momentum needs to be nurtured and grown. A loss of momentum is a sign that things are not right, hopefully an early enough warning that there needs to be change. The best business owners try to create and maintain momentum without ever reaching that point!
Relationships need momentum . When we start to take relationships for granted they start to wither, and if we are not careful we find ourselves losing friends and even getting divorced.
Our careers need momentum. We need to be growing and learning, getting better at what we do. The world is changing around us, new technology, new competitors, new people entering the workforce with new ideas … and we need to keep working at our skills to stay competitive, and even to remain relevant.
Creating and maintaining momentum requires effort.
We need a plan.
We need a series of action items that will get us to our target and by executing on those action items we create and maintain a momentum.
It may seem a little weird to approach relationships that way, but it works! We have many ways to invest in our important relationships. It can be as simple as spending time with people, or doing some small thing to show you appreciate them. It could a regular date night or a special gift. We don’t think of these as tasks, or as creating momentum … but it is a way to make sure we are investing in those important relationships. By thinking of it that way we can stay alert to the momentum in our relationships!
Salespeople build momentum in many ways. They need to find ways to bring value to their clients, build on their relationships, keep building credibility and truly solving their client’s needs. Things go off the rails when salespeople are not well entrenched in the client’s decision process, don’t understand who the influencers are, don’t know their competition, make assumptions about client needs etc. There are always a million things a salesperson can be doing to create and build momentum. A salesperson wondering what they should be doing next is a salesperson in need of some training! They should be running from task to task, keeping as much momentum in as many sales situations as possible!
“If you don’t design your own life plan, chances are you’ll fall into someone else’s plan. And guess what they have planned for you? Not much.” Jim Rohn
The whole concept of momentum can be applied to every aspect of our lives, every day … and if we can keep all of the important parts of our life moving in the right direction we feel more in control and the result will be good.
Are you keeping the momentum in the important parts of your life?
Kevin Dee is Chairman and founder of Eagle (a Professional Staffing Company)
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