Agile Selling: Get Up to Speed Quickly in Today's Ever-Changing Sales World
Being an agile seller virtually guarantees a prosperous career.
When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results.
What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days.
In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.
This long list included practices such as how to use the CRM system and fill out expense reports, what went into a proposal, customer projects that were currently in process, insurance policy info, what makes a good presentation, and whom to go to for help. Getting everything out of his head and down on paper helped. Looking at the slew of information on his list, Antonio could see why he was overwhelmed and couldn’t remember things—it was just too much. Once the swirling stopped, he could now
of the status quo. When they occur, new priorities emerge overnight. Some trigger events are internal to an organization, such as new executives, bad third-quarter earnings, reorganizations, mergers, product launches, or expansions. Others are external happenings such as legislative changes, new competitors, economic conditions, increased costs of borrowing money, or new technologies. Trigger events are change catalysts. For example, when a company decides to relocate, it needs new furniture,
want to keep in touch if they’re still interested but projecting significant delays—but don’t count on them. If they don’t respond to your calls or e-mails, take them off your prospect list right now. Don’t delude yourself into thinking they’ll close. Learning to let go is an invaluable skill in this business. It keeps you realistic about the opportunities (or lack of them) in front of you. It frees up mental energy to pursue new prospects that you have a better chance of winning. It keeps you
uncomfortable situation. I recently spoke out publicly about a sales-related issue that really bothered me—and got significant flak for doing it. It was tough, but I’m stronger because of it. If you need to get grittier, I’d suggest you take risks on minor things before you tackle bigger ones. While you’re challenging yourself, be conscious that you’re building grit. Although it’s not actually a muscle, grit acts like one; the more you use it, the stronger it gets. Take a break. Research shows
How about setting up three meetings today? Hip, hip, hooray! Did your conversation with your prospect advance to the logical next step? Good for you! Are you one of three finalists being considered? That’s impressive. Movement matters. So does recognizing progress and being nice to yourself. Read inspirational stories. When your enthusiasm is flagging and you’re not sure if you’re up to the challenge, look outside for support. Research into resilience is now showing that people who read about