Getting in is the greatest skill a salesperson needs to meet and exceed quota.

Closing is a critical skill, but as with most other sales skills, it has dependencies. Getting in is fairly independent, as far as skills go.

If you can’t get in, the opportunity never happens — you can’t discuss, present, fulfill or persuade. Once you’re in, you can qualify, advance and close a sales opportunity.

But until you’re in, nothing happens.

You can create lead generation programs to get in, but that’s being invited. Getting in is about creating the invitation as the party is about to begin.

Getting in is about creating interest to meet and discuss working together.  It’s the first couple meetings of every sale. Master this and you’ll win a lot of new customers.

What do you think? Is there anything more critical to sales success than getting in new opportunities?


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