C-Level Selling and Advanced Selling Skills
C-Level Sales Training Tip 2 – The Prospect Seemed Interested,
but the Sales Cycle Is Stalled
Sales have a beginning and an end, and you
can adjust how much time is spent in between by making the right
moves. Sales begin wherever you can get in, but always end with
the power executives saying yes or no. What happens in between
is a lot of due diligence work with subordinates and
administrators.
Even though these lower level people try to keep you at bay,
your focus should always be to eventually get to the high
influence executives because this is where your deal comes to a
head. Here you’ll find out whether or not there will ever be a
sale, and if so, what you’ll have to do to win.
Subordinates can never give you that information
accurately, and that’s why sales cycles take so long.
Common Situation
The prospect seemed interested.
You find a prospect and you explain what you have. She
may even tell you what she wants. You give a presentation and
some pricing. Then
you wait, and wait, and wait some more.
Resulting Problem
Nothing happens, phone calls are not
returned. This
person, and this person alone, is now in full control of your
success with this opportunity.
You have not set up other points of entry so you’re stuck
with her. If she
doesn’t want to run it up to the ultimate decision maker or past
her boss, or if she gets some resistance, you’re toast.
You haven’t interviewed others for their perspectives or
their help to get you to the leader.
So you don’t know what to do to get it moving.
Besides even if it did get moving you won’t know what the
winning factors would be.
Check Yourself
Score:
4=Always; 3=Most Times; 2=Usually; 1=Sometimes; 0=Never.
1.
When your initial contact asks for a
presentation or quote, do you typically provide it and then wait
for her to get back to you before moving forward?
2.
Do you interview a bunch of people at
different management levels before the quote and/or
presentation?
Scoring: 2
–
1 =
??
Positive is good;
Negative means go to this
Selling Problems &
Solutions 2 link where you can purchase an 8-10 pages E-book
with tips, suggestions and actions dedicated to handling this
interested but not buying, long sales cycle situation and
problem.
Sam Manfer delivers
key note speeches
and in-depth
selling work shops
for those
anxious to increase sales. His hands-on coaching turns
individuals and sales organizations into selling whirlwinds.
Sam’s selling awards and $ Million sales recognitions support his
methods. His book,
TAKE ME
TO YOUR LEADER$ along with his
Matching
Chemistry’s
CD and sales seminars replace selling myths and clichés that
frustrate decision makers with a proven approach that captures
their attention. Follow
Sam’s
C-Level Selling Blog
for more insights.
Sign-up for his
free Selling E-Zine.
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Information 1-866-Sam-Manfer or Send an E-mail Now!!
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