Put the Human Element First

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Inconsistent performers tend to rely on their technical aptitude. They default to pitching features and functions rather than connecting emotionally to the stakeholder.

This creates an immediate disconnect between the buyer and seller and often is something that is irreparable.

Sadly, the inconsistent performer doesn’t connect the dots in understanding that people buy on emotion and then justify on logic. Instead, they continue to rely on the technical attributes of their sale.

This is certainly because it is much easier to rely on uruguay telegram data technical attributes than it is to tap into the emotional nuances of buyers.

By doing so, they produce inconsistent results. They win a few deals because of “timing” but tend to lose a greater number of deals in the end.

However, herein lies the one of the major keys in moving an inconsistent performer towards consistent production – switching the order around.

While an inconsistent performer may have other reasons for inconsistency (poor time management, horrible prospecting messages, or a lack of confidence in overcoming objections), moving the human element in front of the technical element in the sale will naturally force the inconsistent performer to change.