How To Plan Your Next Selling Move

Hey folks!

This blog follows the one that I just posted and had to be written ASAP because my brady bunch sales reps were after my life to get their questions answered !!

Had to do this to get my neck off the hook or they would have chewed me alive!!

so here goes…

In every complex sales opportunity there are points where even a seasoned sales professional asks: “What do I do next?” Even I ask this of myself today after 20 years in the business…..

And that question leads to yet other questions? Do I pitch to another stakeholder?  Do I wait until I hear back?  Do I send a reminder email?  Do I send more information?

These are the wrong questions to ask.  Every deal has a natural order of events, but that order differs according to the individual customer.  To understand what to do next, you must assess what’s supposed to happen — at the customer end — and understand what you’ve done, and still can do, in order to influence those events.( Developing consumer insights is key to a successful sales strategy !!)

With that in mind, here are six key questions that, when answered, tell you exactly where you should be putting your selling energy:

  • QUESTION #1 of 6. What do I understand about the customer’s buying process? You can’t possibly know what to do next if you don’t know what’s supposed to happen next. For example, if the customer’s buying process requires that you meet with the CFO to get initial buy-in, you are wasting time if you’re negotiating installation dates.
  • QUESTION #2. How have my selling activities helped the customer commit to taking action? If the customer is driving the buying process — and you’re just there to take the order — it really doesn’t matter what you do.  However, if you’re driving the sale forward, you need to identify (and leverage) what you’ve done to help it forward.
  • QUESTION #3. What actions has the customer already committed to? A big commitment (i.e. to buy) is always preceded by a dozen smaller commitments.  What had the customer already said or done that lets you know the customer is serious?  Which of those commitments are leading towards an eventual purchasing decision.
  • QUESTION #4. What actions has the customer not yet committed to? What still needs to happen in the customers decision-making process before a final decision can be made?  Is there a key meeting that needs to take place?  Are there pending decision about budget priorities?  Are there business issues to be resolved before buying?
  • QUESTION #5. What can I do now that might help the customer make the next commitment? You assessed where you are in the customer’s buying process, how you helped them get there, and what commitments still need to be made.  Now figure out what you must do to help the customer commit to the next step.
  • QUESTION #6. What am I prepared to do if the customer refuses to commit? If there’s a pending commitment that’s reasonable and appropriate, given previous commitments, but the customer won’t commit, you need a backup plan.  You’ve invested your time; don’t let the deal to be needlessly scuttled because you won’t walk the extra mile.

Hope that these tips help you folks plan your next selling move !!

To read more blogs from my table, please go to https://ashishtandon.wordpress.com

and connect with me on facebook at http://www.facebook.com/the.ashishtandon

Happy reading!! and thanks in advance for following me..

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s