Another true story ripped from everyday life.
Another 90 degree day. We have a houseful at the beach.
Elaine asks me, "What should we have for dinner?
Me: "Steak on the barbecue?"
In the past two weeks, I've written two articles titled "Coding Prospects" and "Liam Neeson Style Results". I deleted them both.
There are hundreds of ways to kill a sale. However, not all salespeople have the same #1 and unfortunately, some salespeople have several #1's. Today, they don't get to the decision-maker, tomorrow they talk too much and don't ask questions and the following day, they can't handle the prospect that wants to shop around or think about it. Sales managers (who may be dealing with their own stuff) often find themselves asking, "Didn't I tell you how to do that last week?" It's a real dilemma for everybody involved, the salesperson, their manager, and the VP or CEO as well as the prospects and customers. How's a buyer to know what's real?
I should warn you that I started this article a month ago, before spring had sprung. Springtime has always been a time when salespeople wake up and realize that if they don't change something drastically, this year will be just like the others. Been busy with them.
So, we begin by setting the stage...
First day of 2Q19... How are you feeling? Ready for your best quarter ever? Worried that your pipeline is empty?
Sales Managers, do you know why your salespeople are losing control of the process even before they say, "Hello"?
You know what I mean. Salesperson asks, "Do you have a problem with X?" Prospect says, "We sure do. Can you help with that?" Salesperson launches into a demo, get's a "No" when he closes and gets whatever silly objection the prospect decides to give because they didn't drill down before they presented.