“Make sure you have a clear timeline and understanding around when the organization needs to implement or solve for the problem that you’re solving for.” – Mike Simmons in today’s Tip 1230
How do you reduce stalls in your sales process?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mike Simmons. Mike is the Founder of Catalyst Sale and host of the Find My Catalyst Podcast. Here he is:
Mike Simmons: A good way to avoid stalls in the sales process. One great way to avoid a stall in the sales process is a high level of clarity around when the organization needs to implement the program that you’re implementing. When do they need to solve the problem by? If you don’t understand that, it’s really hard for you to work backward and set a clear timeline for your customers on how they’re actually going to execute against that. If you don’t have that clear timeline, it’s really hard to reveal urgency and risk. Most organizations don’t want to take on risks.
Now, the challenge is we can’t create that urgency, we can’t create risk. But what we can do is really good sales professionals, people who are guiding our customers, who are there to help them execute on the problems that they’re trying to solve for. We can help them reveal items, reveal risks, reveal things, some of those unknown things that exist in the operating environment.
So when it comes to tactics to help avoid stalling in deals, make sure you have a clear timeline and understanding around when the organization needs to implement or solve for the problem that you’re solving for. If you can’t get that timeline, maybe the thing you’re selling really isn’t that much of a priority. Thanks.
Scott Ingram: For links to more from Mike, just click over to DailySales.Tips/1230. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!