Start selling already!
In our most recent podcast episode, Jon and I are very clear with the Seven Minute Sales Minute listeners that sales professionals truly don’t start selling until we hit the first objection. Prior to the first speed bump, we are merely having a conversation, performing a demo, or being an order taker. It’s not until we have to overcome objections that we begin to earn our keep.
If you turtle and punt to setting a follow-up appointment at the first sign of adversity, you need to rethink your approach. Not only is friction in the sales process a good think, it’s abundantly necessary.