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August 29, 2019

Counterintuitive Thinking Can Lead to a Winning Sales Team

There will come a time in the life of a business when the principals have to challenge the prevailing ideas and methods.

Most business processes come with an expiration date. You don’t want to be one of those stuck behind worn-out ideas. It’s perhaps even more true in sales.

Yet, I see this a lot in the sales industry. The rules of the game are changing on a regular basis. That’s why it makes sense to not think like everybody else.

Here are two lines of thought that are worthy of your attention.

  1. The ‘No’ Paradigm


For the longest time, a salesperson’s biggest challenge is in objection handling. There’s a whole field of study around the art of turning a no into a yes.

However, if you’re still doing this, it might be time for a mindset shift.

Progressive companies understand the difference between a sales call and a fit call. They also focus on the latter.

Not every prospect will be a good fit. You’ll have to be selective and pick only those whom you want to work with.

Being desperate can easily affect your reputation. 

Remember that you can’t be everything to everyone, which you shouldn’t even try. You can only provide exceptional services to select groups of people. 

You want to be the one who knows how to solve the right problems. That’s how you get people excited to work with you.

  1. Growth Drivers


Many people equate sales to numbers. They spread as wide as possible to land as many sales as possible.

If you really think about it, wouldn’t it make sense to go deep instead of wide? Building relationships with your current clients can ensure stable long-term growth.

Nurture those who have put their trust and money in you. You’ll often find that it works much better than focusing on getting new clients.