Let’s face it, many (maybe most) “average” sales people seem to be incorrigible optimists. When assessing their chances of winning an opportunity they tend to err on the positive and anticipate the good things that they hope will happen.
But I’ve observed that many top sales performers behave quite differently. Whilst confident in their abilities, they are much more inclined to anticipate what might go wrong in any sales situation, and to take proactive steps to mitigate the risk.
It’s hard to avoid the conclusion that it’s actually far easier and more productive to systematically identify and eliminate the risk factors in selling than it is to strive for “sales perfection” (whatever that Nirvana-like state might involve) …Read More