From fishing to catching the opportunity
In the sales process, there is this very special, particular momentum where you as a salesperson just know that, if all goes to plan, you will be able to close the deal. You can sense it, you just feel it’s in the air. At ViCre we call this moment ‘the click moment’. It is hard to predict when exactly you’ll reach this point in your sales conversations. One thing however is certain: without hard preparation and asking the right questions at the right moment at the right person, click moments can’t ever be reached.
A click moment is the delicate tipping point where potential becomes reality, and business proposals can turn into contracts. Up till the click moment, all activity that has been spent on the sales opportunity is to be considered as a cost, as there is no guarantee about a positive result. Once the click has been established however, your efforts turn into a genuine investment with a high chance of a positive return, as the forecastability of your actions has considerably increased. The fish is on the hook now, you only have to reel it in.