How Intuition Decision Making Can Increase Sales

To increase sales is a combination of knowledge, skills, attitudes and habits. By having a clear sales process along with a solid research based marketing plan truly supports you as a professional salesperson in your daily activities. A recent report released by McKinsey looks at the 4 tests to determine the relationship between intuition (what your gut tells you) and cognitive, intellectual, fact based decision making.

Years ago one of my mentors and colleagues, Ray Overdorff shared this with me. “Given enough information, your intuitive sense is usually validated.”

The report from McKinsey provides 4 tests or criteria to help you validate your own intuition.  In today’s market, ignoring your gut can be very expensive especially when time is at a minimum. Within the report was one great quote “As a highly cerebral academic colleague recently commented, ‘I can’t see a logical flaw in what you are saying, but it gives me a queasy feeling in my stomach.’ “

That queasy feeling has been experienced by many top sales performers. From their experiences and with new knowledge, they leverage their intuitive sense within their overall decision making process to their advantage and this results in their ability to increase sales. In other words, they focus on those potential qualified customers (a.k.a. prospects) where they can earn the sale (close the sale).

An investment of time using these four tests should save you lots of time avoiding the no sales path and help you to be the Red Jacket. And using these questions may help to keep you from those few times when your intuitive sense just might be in error.

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