Get Clarity For End Game
(and a quick video with more details)
Today’s Slattery Sales tip: Get clarity for the end game.
Every enterprise has more requests for funding than available funds. They must decide which projects get funded, which initiatives get investment, and which projects get pushed back another 36 months.
HOW they will evaluate their options, and ultimately decide where to invest, determines the success of our sale.
(Don’t worry about WHO – it’s a waste of your time. There’s never a single decision-maker in a complex sale.)
In our experience over the last four decades, nine out of ten unnecessary late-stage losses happened because the seller did not have a complete understanding of HOW the prospect would evaluate and decide on a solution.
If you’re approaching the end, don’t get excited. Instead, get clarity on HOW your prospect will evaluate and decide on a solution.
Get clarity on where you’ll get points for your unique value over a competitor’s lower price.
Get clarity on how they will reconcile competing requests for funds when they’re determine which projects to fund.
And then drive your unique value into their evaluation and decision processes so it becomes a MUST-have, and not a nice-to-have in those processes.
That’s how you can avoid nasty surprises in the end game and win.
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