From the course: The 52 Best Sales Prospecting Tips

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Understand and plan for timescales

Understand and plan for timescales

From the course: The 52 Best Sales Prospecting Tips

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Understand and plan for timescales

- Every salesperson is different and there's no one single characteristic that a salesperson must have to be successful. Different characteristics and different techniques work differently on different prospects. However, there is one common thing I've spotted in all of the best salespeople I've ever known. They're all relaxed. They're all sat back in their chair with an unbelievable confidence that they're going to hit their next target and the one after that. Yet I'm here scrambling. I'm making calls, pulling in favors, making deals, doing whatever I need to do to hit my target. But why? How can they be so relaxed? Well, I asked them, all of them. And how they did it was by organizing their pipeline accurately. They qualify all of their opportunities relentlessly so they know without any doubt in their mind when that deal is going to close. And if it moves, then it'll have a good reason to do so. And then they take…

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