Are your deals taking longer to close. In this presentation you'll learn strategies to shorten your sales cycles
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1. Sales Solutions 877-862-8631. [email protected].
www.sales-solutions.bizAccelerate Your Sales!Creating Urgency in
Prospective CustomersCraig JamesSales SolutionsOctober 2, 2008
2. Sales Solutions 877-862-8631. [email protected].
www.sales-solutions.bizAgendaIntroductionsContentClosing Q&A 3.
Sales Solutions 877-862-8631. [email protected].
www.sales-solutions.bizWhats the Issue?Prospects are taking forever
tomake decisionsEager prospectsrun out of steamProspects stop
returning calls 4. Sales Solutions 877-862-8631.
[email protected]. www.sales-solutions.bizWHY...do deals
stall?do I find myself so often chasingengaged prospects? 5. Sales
Solutions 877-862-8631. [email protected].
www.sales-solutions.bizWHY...do so many of these engagedprospects
fall into the black hole ofno-decisions? 6. Sales Solutions
877-862-8631. [email protected]. www.sales-solutions.bizAnd
WHAT can I do about it? 7. Sales Solutions 877-862-8631.
[email protected]. www.sales-solutions.bizWhy do deals
stall?Changing priorities for sponsor(swamped with other
responsibilities)Changing priorities for sponsors bossChanging
market conditionsChanging (adverse) economicconditions 8. Sales
Solutions 877-862-8631. [email protected].
www.sales-solutions.bizWhy else do deals stall?Insufficient need in
the first placeNever really serious about you just price shopping
to keep theircurrent provider honest 9. Sales Solutions
877-862-8631. [email protected]. www.sales-solutions.bizAnd
why else do deals stall?Theyve decided they can solve theproblem on
their own (after gettinginformation from you, or yourcompetitors)No
agreed-upon cost of doingnothing 10. Sales Solutions 877-862-8631.
[email protected]. www.sales-solutions.bizStill other
reasons deals stallThe prospect favors a competitor becauseTheir
solution is in fact superior to yours in theareas important to the
prospectA competitors salesperson was more skilful thanyou at
selling. In other words, you were outsold You did not uncover needs
and motivations You were not persuasive in your presentation You
were ineffective at addressing objections The prospect deems their
solution to be superiorto yours, even though its not (the prospect
hasa misunderstanding you havent addressed) 11. Sales Solutions
877-862-8631. [email protected]. www.sales-solutions.bizWhat
can I do about itin the initial stages?Ask deeper discovery
questionsTurn the tables on your prospects are you right for us?
12. Sales Solutions 877-862-8631. [email protected].
www.sales-solutions.bizAsking deeper discoveryquestionsWhy do you
need this? Why do you need thisnow? Why not 6 months or a year from
now?Why not 6 months or a year ago?Could you do without it? If not,
why not?What priority is this for you?What priority is it for the
decision-maker (iftheyre not one and the same)? Is there anyreason
you would decide to do nothing?Whats the potential cost of doing
nothing?What are your top 3 buying criteria? 13. Sales Solutions
877-862-8631. [email protected]. www.sales-solutions.bizWhat
can I do about itin the later stages?after youve made your
formalpresentationafter youve presented yourproposal 14. Sales
Solutions 877-862-8631. [email protected].
www.sales-solutions.bizIf youre able to reach your sponsorAsk
questions that uncover the realreason for the
indecision/delayReiterate the consequences of doingnothing or of
delayingFind out where you stand, and why 15. Possible
OutcomesReasonChanging prioritiesChanging market oreconomic
conditionsInsufficient need ornever seriousBelieves they cansolve
on their ownActionRemind them of the costof doing nothingOffer to
do more of theleg workScale back the scope (&cost) of the
proposalToo late! You mustdetermine this up-frontTactfully plant
seeds ofdoubt that they can 16. Possible OutcomesReasonThey favor a
competitorSuperior offeringSuperior skillUnderstood needsbetterMade
a morepersuasivepresentationAddressed
objectionsbetterMisunderstandingActionToo late! Mustdetermine
up-frontGet coaching ortrainingGet coaching ortrainingGet coaching
ortrainingGet coaching ortrainingCorrect themisunderstanding 17.
Sales Solutions 877-862-8631. [email protected].
www.sales-solutions.bizIf youre unable to reach your sponsorafter
several triesReach out to another contact to get theskinny. I
suspect/My understanding isthat your organization is leaning
towardsxyz competitor. Is that correct?Send a "surrender" letter to
your primarycontact 18. SummaryThe best way to create urgency is
todetermine/create it up-frontMany factors you can influence;some
you cannot. Focus on thoseyou canDetermining the reason for the
stallImplement appropriate tacticsif a competitor is favored, find
outwhy and try to turn the deal aroundif no competitor is favored,
uncoverthe deeper reason, reminding theprospect of the cost of
doing nothing 19. Sales Solutions 877-862-8631.
[email protected]. www.sales-solutions.bizClosing Q & A
20. Sales Solutions 877-862-8631. [email protected].
www.sales-solutions.bizSales SolutionsService OfferingsSales
ConsultingSales Process ImprovementSkill
Improvement/EnhancementOne-on-One Sales Coaching In-person or phone
21. Sales Solutions 877-862-8631. [email protected].
www.sales-solutions.bizAccelerate Your Sales!Craig JamesSales
Solutions877-862-8631www.sales-solutions.bizinfo@sales-solutions.bizSign
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