This time of the year is critical for a strong second-quarter close and for ensuring the sales pipeline is filled for the remainder of the year.
How can your organization achieve this ambitious but necessary goal? It requires a change of approach — it demands that your sellers progress from servicing demand (based on what you sell) to creating demand (based on how you sell).
The difference between order takers and demand creators
Creating demand requires that you instill a new mindset into your sellers — a strategic mindset that moves them beyond mere order takers. Equipped with new behaviors, sales techniques, and game-changing sales habits, your sellers can become demand creators.
Creating demand requires a bold, audacious mindset that frees up a seller to dare, to imagine beyond the boundaries of the safe and expected.
Demand creators are comfortable bringing structure to ambiguous situations. It’s up to the demand creator to discern an organization’s key priorities, understand how he can address them with what he has to offer, and establish a buying process where none existed.
Demand creators move beyond a tactical approach that travels along an expected path. They take a more conceptual approach to selling — thinking new strategic thoughts, generating unexpected ideas, and making previously unseen connections for customers.
What kind of results do demand creators generate?
Want to learn more? Download “Filling the Sales Pipeline for 2015: Changing the Mindset of Sellers,” our free white paper that outlines how to instill the sales techniques and strategic habits that will transform your sellers into demand creators.