Sales Superstar Secret #1: Be in the right place at the right time.
Markets are dynamic systems that create the energy required to fuel change. When you harness this energy, you can use the forces of evolution to drive market adoption of your technology.
The ability to find the sources of market energy – emerging business strategies, increasing frustration with the limitations of legacy approaches, increasing desire for what your technology enables – is one of the things that distinguishes exceptional sales people. They know they can’t generate enough momentum on their own to sell an emerging technology, so they channel the energy caused by market change and use it to energize the sales process.
Top sales performers pay attention to the market. They are the first people to see the link between the new technology and emerging business strategies. So they are also the first to bring these new ideas and opportunities to their customers. First they sell the vision. Then they follow up on their early successes by subtly transforming their message in response to the evolving buying preferences of the maturing market. They know how to apply technology adoption theory to help them find the early adopters, build market acceptance of their technology and cash in the fabulous opportunities caused by the geometric growth rates that drive technology markets. They know how to be in the right place at the right time.
Wondering if a lack of market knowledge is getting in the way of your sales success? Find out tomorrow by answering a few simple questions…
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