Let’s talk a little about things you should be doing on the front end of your deals, so you can avoid things like;
Playing a Defensive Game In A Competitive Sale
Loss of Momentum
A Price Obsessed Prospect
A Prospect Going Silent
Losing An Opportunity
When was the last time you stepped back and thought about these things from the perspective of prevention?
Sales Managers . . .
When was the last time you talked about these things during a sales meeting?
Here’s a really cool thinking/brainstorming question that will help.
Whenever you are looking for answers, use the following fill in the blank question;
In what ways can I _____________
So if we want to think about things we should be doing on the front end of our deals to make for a better outcome, we can ask;
In what ways can I reduce the probability of getting objections?
In what ways can I reduce the probability of having the deal stalled?
Here’s a timely one . . .
In what ways can I reduce the probability of the deal getting delayed until after the summer?
In what ways can I set the rules of engagement instead of always having to play defense against my competitors?
In what ways can I keep the momentum going between meetings?
In what ways can I keep my prospect engaged between meetings?
In what ways can I get in front of the RIGHT prospects?
There are actually lots of questions we should be asking ourselves in order to ensure a smoother sale but;
If you’d like some additional answers and the 12 insurance policies I teach my coaching clients;
Join us for our Virtual Sales Camp Program but;
You better HURRY because registration ends soon!
Click HERE or the banner below to learn more and to get your download BEFORE we close registration for the 2018 season!