Right now, I want to give you a very simple, but profound insight into how to equip yourself better than your competition from the moment a new opportunity shows itself.
When you find yourself in the middle of a sales effort, you’ve entered into a storybook of sorts…and one that will have a happy-ever-after ending for someone. Sometimes the story goes as it’s often gone because they’re an existing customer. Other times, it’s a Game of Thrones novel where you find yourself lost moment to moment. I hate feeling lost or not in control! Fact is, without the right information, you have have no idea how the action is going to play out. You’re exposed.
I’m going to let you in on a secret the 20%’ers know (20%’ers being the top 20% that are producing 80% of the sales in the world): We know the answer a buyer is looking for before we even put pen to paper. We don’t guess. We calculate, strategize, and out-maneuver you. How? Because we:
- Ask the buyers and influencers tough questions you’re not willing to ask. Or worst yet, you don’t know to ask.
- We grind every sales opportunity like it’s our last bit of oxygen.
- We quickly jettison sales opportunities that don’t progress towards a sale.
- Every hour of our day is precious, and we organize ourselves to accomplish more than you do in the same or less time. The means we have energy to build deeper relationships with our customers, further deepening our advantage.
- We collaborate with our teammates, both inside the sale organization and out. We know we need others, and aren’t too prideful to ask for their help.
Perhaps not every one of these applies to you, but if you find yourself spending too much time and not closing enough deals, make sure you know the answer to the questions below. I bet you’ll find yourself wasting less time and closing more deals.
Question #1 – Who is REALLY making the buying decision? Define the base of power for the opportunity. Don’t waste your time selling to someone that can’t influence the buying decision.
Question #2 – What are they willing to spend? If you have no clue what they’re expecting, you’re wasting your time. Sure, you may get lucky. But set expectations early on. Save yourself time. Better yet, know what they’re expecting to pay. I promise, this makes life easier.
Question #3 – Why are they spending this money? You need to know, in general terms at least, how they justified moving forward. If they’re wishy-washy in answering this question…WARNING! You may be about to waste time. The world is full of price checkers.
These three questions will make a difference. They won’t win you a job on their own, but they will make your life easier. You will spend more time on real jobs, and waste less on distractions.