Sometimes it’s better to sell backwards
Do I really mean that? Well maybe not everything should be done backwards, but it is certainly worth setting out at the beginning of the meetings, the expectations you have for the end of the meeting!
Let me clarify.
OK – here is a familiar scenario to anyone who has been in sales. Have you ever been in the situation where you talk to your prospect, you do pretty much everything right and then you struggle to pin them down to a start date, or a date to sign? This, by the way, has nothing to do with the prospect creating objections – we will assume they are happy with everything but they are just reluctant to actually commit. It’s very frustrating and, short of just ringing them to ‘check on progress’ or ‘see if it has been signed off yet’ there is not much you can do.
So if this is something that is happening to you a lot, then try this strategy:
When you begin your discussion, start straight away by asking about the date of installation, or use or application – in other words – the date they need your product or service to be in their possession, doing it’s thing.
This means you can use this date as a starting point and work backwards. You can explain your turnaround times and included details of important stages such as production, delivery and testing (depending on what you do of course). After all, that’s exactly what you would do if you were managing a project. And in many ways, selling is exactly that – project management.
Once you have done this, the prospect has a clear picture of time frames and you can guide them that they need to make a decision by a certain date in order to achieve their desired outcome. This gives them clarity and it gives you a genuine reason to chase them if, for any reason, they start to slip beyond the dates you have discussed.
Not all sales solutions are complicated!
Come and have a chat about how we can grow your sales. Here’s a link to my calendar