Three Things Not To Do Early In A Sale
(and a quick video with more details)
Today's Slattery Sales tip: 3 things not to do.
💡 Here are 3 things NOT to do early in your complex sale, in order to help you accelerate your deal and protect your margins:
➡️ 1) Don’t tell them about their pain. If you tell the prospect what kind of problem they have and how much it’s costing them, you’ll only end up fighting with them on the numbers. Stay prospect-centric, and let them tell you about their problems. Listen well. 👂
➡️ 2) Don’t tell them about your solution. If you talk about your solution before you’ve qualified the opportunity, you’ll risk getting sent down the escalator to procurement/I.T./purchasing, and you’ll have a hard time getting back up to the elevation you need to close your sale at high value. (You’ll also risk annoying your prospect, since prospects HATE getting a presentation they didn’t ask for.) Stay prospect-centric and focus on their world, not yours. 🫢
➡️ 3) Don’t assume they know how to translate your value to their world. If you trust them to do that translation work, it may never happen; they don’t have the time, bandwidth, or experience to do it, and you’ll probably end up with a deadly “think it over” (which means fiction in your forecast) because they can’t entirely piece together what your value will mean for their world, and how it compares to the pain of change. (The status quo is your greatest competitor!) Do that translation ahead of time so you’re prepared to ask the right questions. ❓
Instead:
🔹Let them tell you about their pain. (Ask great questions!)
🔹Keep qualifying. (Avoid premature pitches!)
🔹Translate your value. (Do your homework!)
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