So, it’s the week before a big sales “presentation”. You call me, and I ask you if you are ready. You think so, but you’re not quite sure you have it all together.
I ask how your first meeting went. You say “good.” I ask “what do you mean by “good”?” I then ask about Rapport and you say “we got along well enough.” You and I both know that getting along “well enough” isn’t going to land you the deal so we get into the specifics of what you mean by that. Then I ask about their “reasons for buying.” You tell me what “they need and want”, which is very intellectual, but what I want to hear from you is what really moves them, what is compelling them to buy now, what happens if they don’t buy, etc. You can’t answer me and I say “that’s okay, we’ll strategize how you go back and find out that information.” Next I ask you about how they are going to make a decision and you tell me “they are going to call you next week after they get back from their conference.” I say “Really, what is your mutual agreement about the next steps?” You repeat they are going to call you next week. Okay so I move on to “tell me what they said about the Investment.” You answer, “Well I think we should be good.” I say “why do you think that?” You say “they look like they have money.” I ask “That’s good, but really, how do you know they want to spend it on your solution? And how do you know what the solution should be since you never got to the ‘real’ issues?” You say “Wow, Mary Anne, you are really being hard on me?” “Really, am I?” I say. “No, I get it; I really want to close this deal. What should I do now?” I say “Let’s go step-by-step, let’s get you a plan and “make it happen.”
After we talk strategy and have a plan, we set a mutual agreement about our next steps. We agree that you are going to call me and tell me you A) closed the deal, B) made progress but need a little more strategy, or C) it isn’t going to happen. No doubt, A and B are the best answers but I remind you that just picking up the phone and having the guts to go through a deal is what makes you a top producer so no matter what the answer, debriefing and strategizing deals is your competitive advantage!
What do you do when you are working opportunities? Do you have the right resource that can help you strategize your next steps, think through possible approaches, and position yourself to win? If not, contact us. We’re here to help you win!
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