Is sales more "mental" or "physical"?
Let me define my interpretations of 'mental' and 'physical' in this context first of all.
'physical' activities are those that are predominantly 'client-facing', a term normally used in management consulting, such as greeting the customers, making the presentations, articulating the sales process in front of the customer, how you answer the questions, how you dress, how you behave and how you act..
'mental' activities are 'behind the front line' activities, strategies, tactics, and the thinking part. It is not visible to the customers.
I reckon both are important in any sales situations. One can't really tell which one is important during the sales cycle or even afterward. As a result, it's best to put equal weights on both all the time (in the mindset) but making adjustments as you go down the process and discover more about your customer.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment