50 Habits of Top Performing Sales People Habit 34: Where is the Money?

January 19, 2017 Selling Comments Off on 50 Habits of Top Performing Sales People Habit 34: Where is the Money?

This habit seems to be self-evident however, I feel I must really emphasize “knowing when the money is going to be released.”

It’s a lost art, I believe, to be there when the purchase order is written. One of my partner Lou’s mentors once told him: “Lou, it’s not an “order” until the invoice is paid.” Well, let’s turn this around a little bit and phrase it this way: “It can’t be an order until you get the order.”

What do I mean by that? In today’s business world, particularly with most salespeople, it seems that they believe pushing for the purchase order and being there when the order is actually written is socially unacceptable. Wow, this blows my mind!

I believe, that they believe, they will make somebody angry by wanting to be there when the purchase order is written. I simply cannot understand this attitude and I know that “Top Performers” do not share this attitude. The relationship that Top Performers have with their customers is such that they don’t have to worry about making the customer angry because they want to be there to physically receive the purchase order. Their customers expect them to be there. When I observe this kind of timid behavior it tells me simply the relationship with the customer is lacking.

Knowing when funds are going to be released and when a purchase order is going to be written is what the sales cycle is all about. Not having this information and not being there when the purchase order is written is, in my mind, unforgivable.

Habit 34: Know the date that funds will be available and be there when the purchase order is written and take it home with you.

“A Habit” is not work, but just a thing that is done every day and knowing the date that funds will be available and being there when the purchase order is written and taking it home with you is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT.  For Top Performers every task is planned and focused on the goals that earn the results.  Top Performers plan and then engage.  They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do.  We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.