Sales POP - Purveyors of Propserity
Sales Techniques: The Viewing of Opportunities
Blog / For Sales Pros / Dec 7, 2013 / Posted by Nikolaus Kimla / 3786

Sales Techniques: The Viewing of Opportunities

While the handling of sales opportunities is a technical subject that we’ve been exploring in some detail, there is an underlying factor that affects any salesperson’s opportunity management. It is also the underlying element to sales techniques.

That is, the way an opportunity is viewed.

Sales techniques and a matter of viewpointA Matter of Viewpoint

Often the way that a salesperson succeeds has much to do with the way they look at opportunities and losses—not necessarily the “luck” they possess or the opportunities that seem to come their way by chance.

Generally if you were to examine people who seem to be succeeding no matter their chosen field, you’d see how this works. Instead of abandoning hope when they lose a perceived opportunity, they keep their ideal opportunities in mind and keep seeking them out is one of the key sales techniques. As if by magic, they start showing up. Whereas the person with the totally negative outlook will fail even to see them at all, leading that person to believe that the opportunities simply aren’t there.

Salespeople

Interestingly successful salespeople usually fall into that first category—the ones who continually watch for opportunities and find them. It’s not that they encounter any fewer losses than anyone else necessarily; it’s that they don’t focus on the losses and lost leads or opportunities. Instead they are recalling how they’ve done it right in the past, looking for elements of opportunities and sales techniques that succeeded in what they’re encountering now, and seizing on what they know could work.

A salesperson will nearly always have more losses than wins—but it is the wins that keep them moving forward, and the losses that stop the ones who focus solely on the losses.

Don’t Give Up

Part of the trick of success is, of course, persistence. You might recall someone you yourself knew that when they started off were absolutely hopeless as a salesperson. But they stuck with it: they got coached, they apprenticed under experts, they utilized all successful sales techniques they could pick up, they adjusted themselves when they found they were doing the wrong thing—and eventually they won. It’s an absolute truth (even if an overly used cliché) that the surest way to fail at anything is to give up.

Finding Opportunities

Those that succeed also are greatly assisted in locating opportunities when they have the right tools to do so. A leading-edge CRM solution rates leads and opportunities so that the elements they are watching for are extremely evident right in CRM. The right view combined with the right technology makes for a very winning combination.

Underlying all sales techniques is the method with which opportunity is viewed. What is yours?

Make sure your company uses the best CRM solution for rapidly spotting opportunities. Get your free trial of Pipeliner CRM now.

About Author

CEO and partner of pipelinersales.com and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
..
..
.
Sales Process Automation
.
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.