Welcome To The Power Matrix
As you meet people and develop the opportunity within the organization, you need a tool to help you make sure you develop relationships with the correct people with the appropriate power and influence to help you.
Selling To A Committee
According to a study by Harvard Business Review, buying committees are getting larger. Salespeople have no option but to become skilled at dealing with buying committees. Whenever a company makes a purchase decision that involves a team of people, factors including self-interests, politics, and group dynamics will influence the final decision. Tension, drama, and conflict …
There Is No Single Decision Maker In Enterprise Sales
Top leaders at your prospects do not make decisions in a vacuum. While there are cases where the executive overrode the team and made a decision that everyone hated, most of the time, the boss tries to build consensus in the group. If a highly respected person in the department doesn’t like a purchase, it is infrequent that the leader goes against that advice. If you want the top person to decide in your favor, you first need to get that highly respected person to decide in your favor.
Read More There Is No Single Decision Maker In Enterprise Sales
Don’t Ever Give Up
In the past, I have written that there is no crying in sales. When you lose, you need to get back on the horse and keep going. This is excellent advice, but you also cannot give up on that prospect that just rejected you. There is a chance that your product is a “one and …
9 Tips To Help You With Time Management
Time can be your worst enemy in sales. Did you just lose or did you simply arrive too late to affect the decision? Here are 9 tips to keep you focused and on track to maximizing your time and closing more business.
Time Is Your Enemy. Here Are Some Tips To Eliminate It As Your Competition.
In every deal that you lose, you could possibly say that you just ran out of time to convince the prospect that you had the best solution. Whenever you do a post-mortem on your lost deals, it usually comes down to a simple realization, you didn’t spend enough time on with key decision makers. Sometimes you were blocked from spending time with the decision maker that turned the deal against you, but we all know that those blockers can be defeated given enough time.
Read More Time Is Your Enemy. Here Are Some Tips To Eliminate It As Your Competition.
You Lost The Deal – Get Over It! There’s No Crying In Sales
I will not insult you by saying that it is just business and wasn’t personal. It is affecting you in a very particular way. You may feel inadequate or anger. You may also be in disbelief. You may be frustrated and disenfranchised. You may also have some fear and doubt. There may be some loss of income or anticipated income due to this loss, and now you will have to tell your significant other that the check won’t be as big.
Read More You Lost The Deal – Get Over It! There’s No Crying In Sales
Is Your Prospect a Decision Maker OR a Decision Accepter
Many salespeople make the mistake of confusing Decision Makers with Decision Accepters. In the worst case, this leads to a lost sale. In the best case, this leads to lost selling cycles. You can recover from the lost selling cycles, but a lost deal is extremely detrimental to your compensation. What is a Decision Accepter? …