“Yoga is almost like music in a way; there’s no end to it.” — Sting
Selling,
like yoga, is almost like music as there is never an end to it, if it’s
being done right. Yet, so many salespeople engage in a stop-start
mentality in their sales practice. They start selling, land a few good
prospects or customers, try to leverage them for all they are worth,
then find themselves back at the beginning of having to start selling
again. It’s little wonder that so many salespeople are not hearing the
sweet music of consistent cash flow.
In Sales Yoga
we practice Sales Flow in how we sell, how we converse, and how we
serve. For now, I’m going to focus on the first piece since, without it,
there aren’t enough prospects with which to converse and serve.
One of the best examples of Sales Flow was demonstrated by Kerri, a
senior sales manager at a multinational firm based on the East Coast. In
advising her and her team on the principles of Sales Yoga, it was the
need for Sales Flow that had the biggest impact. Kerri, in particular,
was in the detrimental habit of stop-start selling. As she made the
shift to Sales Flow, she found that her book of business grew faster
than ever, doubling in less than a year’s time.
Three of the keys to Kerri’s Sales Flow were as follows:
1. Instead of latching on to a few prospects at a time, she always
had several dozen prospects at different stages of the process. “I never
thought I could handle that much activity,” said Kerri, “but building
my stamina for an increasing number of possibilities, using Sales Flow,
was easier than I thought.”
2. Rather than assuming she had the best customers, she was always
looking for better ones. “Now I pick and choose who to work with versus
begging for business.”
3. When she thought she had made enough calls, had enough meetings,
sent enough proposals, or closed enough business she always pushed for a
little bit more. “Before engaging in Sales Flow, I used to sell myself
short. I am now managing four times the amount of business in the same
amount of hours. All because I got in the flow.”
To sell or not to sell is not the question.
How you sell is.
Sales Flow is the way to grow and stop-start selling has got to go.
Learn more about Sales Yoga