“Build the relationships, earn the trust, and take control of the process to lead your customer down the path of success.” – Scott Ingram in today’s Tip 1327
Do you lead your customer to the path of success?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today and I want to talk about leadership for sellers. You may not be in a traditional leadership position in your role, but more often than not it’s going to be incumbent upon you to take the lead when working with your buyer. Have you ever watched a group without a defined leader function? Try and think of a specific example. Once you have that, I’d be willing to bet that it’s not a very functional team.
Without a defined leader most groups flounder and fail. That’s true for a lot of buying groups too and all too often there’s no clear leadership in that buying group. That is your opportunity. The better job you can do in guiding your buyer through next steps in their decision process and their buying process. The more you can help them think through the implications and even challenges and risk factors ahead, the better you can help them keep moving forward towards a successful implementation. It’s a separate topic, but often a Mutual Action Plan is a great tool to help manage this process and keep everyone aligned, informed, and moving forward.
Too many deals simply stall out. Often it’s not because of a lack of interest. It’s just that they’re busy, they’ve got other priorities and fires to fight, and nobody who is taking the bull by the horns and marching forward. This isn’t easy. You’re going to be navigating all kinds of challenges, but if it were easy, then anybody could do it. Build the relationships, earn the trust, and take control of the process to lead your customer down the path of success. They’ll thank you for it and you’ll be rewarded with a closed deal and another happy customer. Happy selling everyone!