Sometimes in your confidence and excitement about winning the race, you go too fast. Sometimes, the tortoise will tell you, it is better to go slow in order to go smart.
Value selling training professionals caution eager salespeople to be sure that they can truly help the client they are wooing. It is not just about winning…it is about winning smart. Better to win a target client for the long than the short term.
Before you push toward closing the deal, you should ask yourself three questions to be convinced that you and your solution are a good fit with the client and their problem:
- Are you and the client in full agreement? You may like each other and want to find a way to work together, but what if you have different ideas about the fundamental solution or approach? Make sure that you are on the same philosophical page before moving forward.
- Are they really open to your help and counsel or have they already made up their mind about the direction and implementation of the solution? Narrow thinking can ruin an important project. Make sure that goals and roles make sense form the beginning.
- Do they really know what it will take to succeed? Clients may have a great idea but they may not have thoroughly scoped out how they will reach their goal in terms of resources required, timing, stakeholders and investments. Make sure they have the stamina and desire necessary to succeed.
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