This is the last part of the series of posts on this topic. We started with how to identify the various stake holders and then figuring out the players who are in competition. I shared possible conversations which you can mould to your sales situation. You can read some very good books on B2B sales like The Challenger Sale, or Strategic Selling by Miller, Hiemann etc. which you can use to direct your effort better.
While these are tactics, I shared, on how to become a more mature and professional sales person, you will not adapt these till you resolve the root cause of why you are afraid to ask these questions inspite of the fact you know them. While I am preaching this too you, I too was in the same boat. I read a lot of books to figure out better methods for sales but I could not solve the core problem.2B
The root cause is the fact that you don’t have enough options in terms of prospects. Since you don’t know if you will have another prospect, if you lose this one, you are scared of losing this. Professional buyers can actually sense this. They deal with sellers all day long.
If they realise that you don’t have other prospects on whom you can bank for sales they will keep negotiating with you till “they can’t wring the towel anymore” and then still not give you the order.
If you are in a hyper competitive industry like IT , where the barriers to entry are non-existent, then I can’t blame you because the targets for you and your competitors are very high and there are only so many deals happening.
But within these industries, intelligent sales people figure out ways to prioritise the accounts where they see a better match. Whether it’s their personal branding or the way they understand their prospect’s pain better, these folks can outrun the competition. Most of the times, it’s about asking better questions to the prospect and challenging her thinking and be willing to walk out if there’s no match instead of wasting time.
As I have mentioned earlier – for the sales guy, time is her rarest asset. If she can invest that time well she can earn massive returns.
Till next time then.