After writing SNAP Selling about how to sell to today’s crazy-busy prospects, tons of salespeople came up to me (or emailed me) and asked for help, saying that they, too, were crazy-busy.
Initially, I didn’t have an answer for them. It sounded as if they needed time-management training—time-management not being my greatest strength. But the more I thought about it, the more I realized that the issue went way beyond that. Everyone, including me, has way too much to do. We’re totally overwhelmed. Our work spills into our holidays, weekends and evenings. We feel as if we will never catch up.
And honestly, we never will. Our prospects’ expectations are constantly evolving. We change jobs. New products are launched. We get promoted to bigger accounts. We have to learn a new technology or update our sales skills. It’s endless. So how do you survive in this continually evolving sales world?
You need one master skill: learning agility.