Saturday, 24 September 2011

Not sure? Ask someone!

Why is it that sometimes we get to a stage in a sales campaign when we feel that we are not in control of the process? Or at least don't really know what is happening, what to do or what stages we are at?

Don't beat yourself up. And don't let your sales manager/director beat you up either - it happened to them as much as it happens to you, they just somehow conveniently forget. It happens to all of us. No one can ever be fully in control of a large value competitive sales process. Everyone has moments when they question what they should do. Having those questions is not the issues. Its not asking for the answers that is often the problem.

If you are unsure about what is happening or what to do - ask the prospect. There are different ways that this can be done, but most simple is to be as open as possible, explain what you don't fully understand and/or have visibility to and see what the prospect tells you. What harm can it do, other than increasing your chances of having a better understanding and thereby winning the business?

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