Being new at anything has its challenges, and everyone around you has advice. Often, the warning of what not to do is simply a statement based on the advisor’s personal experience, with no substance beyond, “This is how I’ve done it; this is how we do it. This is how you will, too.”
That’s not necessarily bad, but it’s just one person’s experience. It may or may not fit your situation.
I’ve put together a few common areas new selling professionals overlook and often fall victim to, along with insights on how understanding sales dynamics can help you make the transition.
Skipping discovery
You’re anxious and ready to go. The cold call you made on Tuesday agreed to see you today, Friday. Your phone conversation went well — the prospect seems to like you and, of course, you put it in your funnel in front of your manager. Goodie!
“Go out there and get the signed contract!”
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