The Art of Selling: Go With Your Gut

Associate Publisher Rob Wardlaw tells how intuition goes far in terms of sales.



You might be surprised at how many times I will pick up the phone to call a client only to have them tell me, “You know, I was just thinking about your offer!” or “I was just going to call you!”

While one of my responsibilities as associate publisher is to think of my clients often, it definitely is not the case that my clients are paid to think of me often. Perhaps these instances where we connect like this can be explained by coincidence. But I believe it more importantly highlights the sense of intuition and the role it plays in sales.

Intuition may be one of your most valuable skills as a salesperson. And the good news is that it is innately inside you all the time, whether you realize it or not. However, in order for it to be of use, you must first learn to recognize it and, most importantly, act on it.

When can intuition be of assistance? Intuition is often quite strong when first meeting someone, as in a first impression. These initial readings can tell you a good bit about someone’s level of interest. Interest is a strong indicator of whether someone will buy or not, so having such an intuitive sense can be invaluable in how you proceed from the first meeting.

After working with someone for a time, you may start to feel your intuition signaling you to make a timely follow-up or in fact, to know when to close a sale. All the while, this may be just beneath the surface of your conscious thoughts, but equally strong in the way it can influence you to take action.

In the end, intuition is a guide, rather than a rule.  It cannot replace the sales process. You must always put in the work with every prospect and client to ensure that you do not leave sales behind. Yet, when you are aware of it, intuition can be remarkably effective in how you allocate time and resources—giving you an added advantage towards reaching and exceeding your sales goals.