In any complex sale, there are 10 rules of selling you must always keep in mind:
No Fail Rule 1
The mother of ALL rules:
There are no free moves
All decisions involve tradeoffs and they have consequences
Take the conversations to the consequences
No Fail Rule 2
Whenever the prospect asks you to do anything that involves expenditure of your resources, know exactly what will happen next before you do anything.
No Fail Rule 3
Prospects lie with fat words. Accept none of them.
No Fail Rule 4
Always know where you are in YOUR process. After each call you must update your situation awareness:
What happened on this call?
What steps of your process are now complete?
What is next?
What did the prospect and I agree would happen next?
No Fail Rule 5
Sell to prospects; teach customers.
No Fail Rule 6
Stop telling and start selling.
No Fail Rule 7
If they can't tell you the cost of the problems, they will not spend money to fix them.
No Fail Rule 8
If you didn't create the specifications of the RFP, then you are column fodder.
No Fail Rule 9
When you're not last in the beauty parade, you lose.
No Fail Rule 10
The truth and the money for me is at Level 3+.
Follow these rules to increase your success closing complex sales. Want to talk through any of these 10 rules or learn more? Contact me or check out my training events.
