Momentum in Sales
Momentum is defined as, ‘an impelling force or strength’; i.e. “the car’s momentum shot it off the road”.
In scientific terms, momentum is the product of mass and velocity (p=mv).
At ENS Media Inc. we have made a science out of observing sales best practices and passing those practices on to our clients. One of the scientific formulas which dramatically affects sales is the science of ‘momentum’.
In sales, ‘mass’ is the number of valid business contacts you make. And ‘velocity’ is the conviction, confidence, speed and proficiency with which you make those contacts.
Momentum can be a very powerful self-perpetuating force!
Once you’ve made a great sale, resist the urge to take your foot off of the accelerator to bask in your victory. Instead, keep the petal to the metal while you have momentum on your side.
The energy and confidence you exude with momentum on your side can be your impelling force or strength!
Randy’s What If
What if you made two more valid business contacts after every sale, instead of running back to the office or stopping to fill out the order?