Today’s Slattery Sales tip: Don’t pitch prematurely – even when you find pain.
💡When you’re in a conversation with your prospect and you hear them describe a pain or problem you can fix, do not jump to presenting your solution!
If you jump to presenting a solution, you will probably prompt some kind of “Think it over” response and lengthen your sales cycle unnecessarily.
“Think it overs” are a dead giveaway that your sale has hit Wimp Junction®, and they’re usually caused by a premature pitch.
Instead, make a note, keep asking questions, and keep mining for pain.
💡Here’s why: A complex enterprise sale based on just one line of pain is much more likely to stall later, than a sale based on three or more pains.
So, collect all the costs and consequences your prospect is living with in the absence of your solution, Their reality may surprise you! Collect multiple pains here, to sustain your sale’s cadence later. Don't jump to presenting your solution too early.
Keep qualifying, ask question, avoid premature pitches, kill "think it overs", and stay out of Wimp Junction®!
~
✨ Thank you for stopping by! Glad to have you here. ✨
At Slattery Sales Group, we empower great companies and sellers to win more business in less time.
Our clients tell us we help them raise revenues, bolster margins, shorten sales cycles, and compete more effectively in the marketplace. We'd love to help you do that, too.
To expedite your progress:
🔷 Grab our book HERE to get that important sale moving again.
🔷 Get quick-start training to shorten your sales cycle and avoid being commoditized here.
🔷 Boost your own skills (and earning potential) in our advanced program here.
If you want to learn more about how we've helped over 2,400 enterprises enhance their sales processes, contact us through phone: 952-832-5436, or email: info@slatterysales.com. We'd love to connect.