Let me take Seth Godin's post for the day one step further for sales professionals or anyone in business today on the Seth Godin Post-Game Show. See if you can envision this working in your sales career or entrepreneurial effort....
What if intuition was a part of your "process"? In other words, what if you built in a requirement - a necessary step - in your process that forced you to be intuitive?
Sales, of course, is a process. Selling is a process. You walk into a store, you look around, you assess the merchandise, you check prices, you compare features...you go through a process of buying.
The same holds true if you're in B2B sales. You have a process in place for gauging interest, assessing needs, handling objections, and gaining the commitment.
Seth touts the merits of a good process, and without a doubt he is correct. Especially in sales...you have to work through a logical progression with your customer to gain the right to business with them.
But...
What if, as a natural part of that sales experience, you forced yourself to be intuitive. In other words, what if you built-in a requirement sometime during the sales call for you to take a moment, see all of the information that has been gathered, and then think out of the box a little bit in terms of how to approach this particular customer?
I think the results would be dramatic. We as sales professionals are taught processes, responses, and technique until we're blue in the face. But in doing so, are we losing our edge when it comes to creative intuition? Creative approaches?
Think about it...
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