How Detective Work Helps Ultra-High Performers Hit Their Number |
Curated from: salesgravy.com
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Sales Investigation
An investigative mindset helps ultra-high performing salespeople uncover clues that lead to more business.
Ultra-high performers know that opportunities do not usually come to themā they must leave no stone unturned to hit their number. Think like an ultra-high performer and do some detective work to make your next sale.
Hereās how doing a little ādetective workā can help you hit your number.
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Take Advantage of Trigger Events
You can capitalize on trigger events or moments of opportunity that otherwise you may not realize. In the case above, there would have been no way for me to find out that someone was in need of our services unless they reached out to me first.
By investigating the social chain of connections and getting in contact with them first, I got ahead of the curveā knocking out the competition before they even knew it.
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Leverage the Availability Bias
People often make decisions based on the information that is already in front of them. This is called the Availability Bias.
Following this logic, if you present information to someone, they will make decisions based upon what you show them.
Having an investigative mindset allows you to get there first and be first in line when it comes to the decision making process.
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Build Familiarity to Establish Connections
The Law of Familiarity will come into playābig time. Your detective work may not always find opportunities, but the process you adhere to will always build familiarity with the contacts and connections in your network. That greater familiarity will breed likability over time. It always does.
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Relationships With A Focus On Value
- Ultra-high performers with this mentality are not trying to āsell peopleā on a product or service.
- They are focused on awareness and value and looking for moments in time to articulate this.
- Selling will be organic and will naturally occurāand in the end drive stronger customer relationships.
- Be the Sherlock Holmes of sales. Be more curious and investigative in your approaches.
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IDEAS CURATED BY
CURATOR'S NOTE
Ultra-high performers know that opportunities do not usually come to themā they must leave no stone unturned to hit their number. Think like an ultra-high performer and do some detective work to make your next sale.
ā
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