The big debate of all time with sales people is whether to plan their calls – every call – with prospects and customers. Well, the answer is simple if your goal is to be a Professional Sales Person. You plan the call.
Most sale people prefer to Wing It, stating reasons such as being flexible, going with the flow of the call, being creative, using their knowledge to control the direction, blah, blah, blah and blah! Enough already. The truth is most sales people are lazy and lack the discipline shown by the real Professional Sales People. I know that feels like a strong statement to make – yet, my experience tells me it is true.
So what makes sales people fore go one of the top traits of Professional Sales People? Here are some of the real reasons…