Moving The Rock

Top-performing salespeople understand that they are responsible for the customers they attract, the customers they allow to enter their pipelines, the customers they are willing to invest time in, and the customers that ultimately make or break their ability to overachieve goals. Sales leaders must know how to prepare team members to not tolerate mediocre or dysfunctional customer relationships, so they can deliver on their individual commitments and work together to achieve the team’s goals.

You have heard us say, “Asking the right people the right questions at the right time is your fastest path to cash.” Mastering this idea will make sure you always have the right mindset when leading a buyer to change. But, how do you develop the skillset to make it happen consistently, every time you’re at bat? This is the topic of today’s conversation. Take a listen as James and Chris go deep on the concepts and practical skills you can practice to make it happen.

 

Just like your presentation, the longer you wait to deliver your proposal the better. Give yourself time to understand and gain agreement on your buyer’s ‘real’ problem. Take the time to share your verbal recommendation. Ask for and receive a firm yes or no (test it if you have to). If the answer is not a sincere and sober yes, invest time negotiating the terms required to earn the win. Gain commitment to review your proposal with the required buying center members. Now that your gift is wrapped, get to work putting it together. 

Part of a salesperson’s job is educating prospects and customers. The question is, are you educating them on your solution or their problem? If your sales process requires you to demo or offer a capabilities presentation early in a buying cycle, go for it. But you don’t have to stand and deliver a canned pitch or elaborate story. You can use the time to better understand the buyer’s Wants, Impacts and Needs so everyone involved is on the same page and you have the insights you need to make a strong recommendation. 

As human beings, we understand how good it feels to be the subject of another person’s curiosity. We like talking about ourselves. Why then can it be so challenging for salespeople to conduct meaningful buyer interviews? Why is it so hard for salespeople to stop talking about themselves and make the buyer the subject of their curiosity? All you have to do is be prepared to ask the right people the right questions at the right time.

There are four buyer roles in every buying cycle. All four roles can be played by a single buyer, if you find yourself leading a simple sales process. And those same four roles can be spread across a 15-person steering committee, for those leading a more complex sales process. In this episode we discuss how the WINS Model can help you understand and guide each buyer and buying center you engage to a successful buying decision.

Stress is a normal and critical part of all life. In human beings, however, stress is a double-edged sword. It can be helpful and harmful depending upon how we respond to it and how leaders use it to manage and motivate team members. Listen in as we discuss the topic with neuroscience student and researcher, Sophia Rores.

Applying a sales process that delivers a predictable win rate is only part of the challenge. You want to win more than you lose, yes! But you also want your wins to be bigger and your losses to be smaller. Getting there requires your salespeople to ask the right buyers the right questions at the right time. Practicing the ideal sales process will ensure your people develop the discipline (i.e., muscle memory) required to reach and redefine their potential and your business goals.