Real quick – here are two tried and true techniques for moving deals through – or out – of your pipeline.
Post brought to you by Jill Myrick, Owner of Meeting to Win. Get next week’s sales team agenda by joining Meeting to Win.
For a moment, forget YOUR sales process and map out your client’s buying process (if they have one). Some clients are more experienced at purchasing than others. Ask them, “how do you typically go about deciding which [blank] to purchase?” You’ll know by their answer if you need to adjust your selling process to their buying process or if you need to help them develop a buying process. Either way, you now have a map to your destination – huge!
Then, be the guide. Always make sure they know the next 2-3 things they should do – and when they should be done – as they assess your product or service so “they can make the best possible decision”. Keep them moving toward the destination, also.
Create and follow your map, expect detours, but most importantly, take your prospective client with you. You both have the same map. If one strays from the journey, it can be addressed much more gracefully than if you never confirmed you both had the same trip in mind.
Tags: move deals, sales team agenda.
