Create A Sense Of Urgency
Estis said the best salespeople are very commitment-oriented, push the customer and know how to be assertive without being aggressive, all with the goal of shortening the sales cycle. There's a lot of alternative choices out there, he said, so very little of the conversation is about what technology can be provided through the sale, but more about how you do business. If the potential buyer says they don't need the technology right now, change their mind and make them want it, he said.
"Top producers make compelling events happen," Estis said. "They educate on the technology and demonstrate the value that moves the prospective buyer to a place where a compelling event happens."