Round 51 How to Take Advantage of Momentum in Sales

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Momentum is a fascinating thing and you hear about it a lot in sports. “They’re on a winning streak, they’ve got momentum”. Now you might not hear about it as much in sales but it’s there. The question is how do you make it and more importantly how do you take advantage of it?


This episode uses the analogy of an old-fashioned water pump to explain how to build and maintain sales momentum. Here's a breakdown:

Building Momentum:

  • Start with small wins: Recognize and build upon even seemingly insignificant positive interactions.

  • Take deliberate action: Engage in activities that will pay off later, such as practicing scripts, reviewing product knowledge, and attending training.

  • Set forward-moving goals: After a success, immediately set a slightly higher goal to keep the momentum going.

Maintaining Momentum:

  • Focus on the customer: Prioritize helping customers solve their problems, rather than focusing solely on personal goals.

  • Take strategic breaks: Short breaks are acceptable, but avoid prolonged periods of inactivity that can kill momentum. "Coast" then "pedal" again.

  • Revisit successful strategies: Continue the activities that initially helped build momentum.

Using Momentum During the Sale:

  • Build momentum in each interaction: Establish rapport, understand customer needs, and build trust.

  • Capitalize on positive momentum: After a successful sale, offer complementary products, services, or referrals.

  • Maintain momentum after objections: Don't let a "no" derail the interaction. Continue to use the established rapport and excitement to address concerns.

Key Takeaways:

  • Building sales momentum requires initial effort, but it becomes easier to maintain over time.

  • Focusing on customer needs is essential for sustaining momentum.

  • Strategic breaks and consistent effort are crucial for long-term success.

  • Momentum can be used to greatly increase sales during each customer interaction.

  • Maintain momentum even when faced with objections.

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