Momentum is defined as; ‘the amount of motion occurring in something that is moving or the force that drives something forward to keep it moving.’ Once you gain momentum in sales, the trick is to keep it going. I have seen some gain great momentum in their sales careers only to have it come to a screeching halt.
Momentum is that time when everything you do turns to gold. The feeling one gets from having this amount of success keeps us going. We have the day of our life and it continues the next day until we have a week. We may even have a month of great momentum and thus that great success.
I was reminded in the book by Michael LeBoeuf, Ph.D.; “How to Win Customers & Keep Them For Life.” of a management course that I took many years ago and a fable with a very important lesson for all of us.
You have an incredible product/service. You have a phenomenal presentation showing the features and benefits of your product/service. However, you are not making any headway. Why?
We are all consumers. We have our favorite restaurants, body shops, gyms, clothing and even grocery stores. We expect and quite frankly, demand a certain level of customer service. If we do not experience it, we walk go someone who will.
The challenge which most of us in sales have is that we make simple things hard. We take a look at a concept, or new idea and think: “It can’t be that simple, can it?” Not only is it that simple, but it is also easy. We further complicate the process by again saying to ourselves: “Let me see if I can actually find the way to do this.” Therefore, making it harder than it has to be.