May 2008
The Secret of the Sales Frenzy
What accounts for those wonderful occasions when sales are made in high volume, and buyers are buying—a lot? Most salespeople have experienced the sales frenzy—but the formula for creating them continues to elude. Usually the rep assumes the cause for the increased volume to be some mysterious happening, such as the new product, price reductions, competition failure or even the weather.
Momentum Matters
Upon closer examination, the true cause of the sales frenzy tends to lie within the reps themselves, although they do not realize it. Sales frenzies come not from grand gestures but from an alertness for the little opportunity that can suddenly turn into a big happening. Think about it—most great sales opportunities came from a brief conversation, a one-line e-mail or a tip from a good customer. Reps worth their salt take care of themselves and live a balanced life on most days so that when opportunity knocks they can drop everything and make the most of that little opportunity that can evolve into more, more, more.
“Luck is what happens when preparation meets opportunity.”
Seneca (Roman philosopher, mid-1st century AD)
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Prepared exclusively for clients of Brenda Abdilla and Management Momentum
