“Having some friction is important because friction creates traction. Without friction, our cars would never move, and neither would our opportunities.” – Chris McNeill in today’s Tip 1046
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Chris McNeill is back with another tip. Here he is:
Chris McNeill: Hello again everybody. I had a great conversation last week with another member of the Sales Success Community, and I left with the notion that I have an opportunity to expand on one of my previous Daily Sales Tips. In that tip, I shared that it’s important to be easy to do business with, and I still believe it is. I’ll always claim that is one of the most fundamental lessons I’ve learned as a seller, but it is actually possible to go too far.
Having some friction is important because friction creates traction. Without friction, our cars would never move, and neither would our opportunities. Depending on what you sell and who you sell to, applying the right kind of friction at the right point in time can actually help you improve the quality of your pipeline and move your deals forward.
For example, give early-stage opportunities or prospects a chance to prove themselves to you by asking them to do some work before advancing. Maybe we need to see an NDA before sharing the full product specifications not only to protect our IP but also to ensure that we aren’t being window shopped.
Being able to smoke out nonserious buyers early on will keep your pipeline cleaner and your forecast more accurate. Come back tomorrow I’ll be expanding on the concept of friction.
Scott Ingram: For links to connect with Chris and to some of his previous tips, just click over to DailySales.Tips/1046, and then be sure to come back tomorrow for the second part of his two-part mini-series. Thanks for listening!