Applying pressureApplying pressure

Monday, March 25, 2013

Increased powers of mental fortitude and application encourage sales reps to do what they must to execute on a daily basis. Sales reps have to take action continuously towards their desired objectives. Reps hurt themselves when they only show urgency towards the last week of the month when they should have been consistently building towards it. Some reps attempt to put undue pressure on their prospects in an attempt to hit their monthly numbers and the prospects are all too aware of this. Perhaps because so many sales reps do it without even knowing it. Some rush through the whole selling cycle and ruin the work they have done up to that point when more planning and foresight would have made all the difference. Reps have to ally their selling cycle to the prospect’s buying process. They mustn’t lose sight of the big picture and forget they are supposed to service the client and not the other way around.

Do you pressure your prospects to buy at the end of the month constantly?