“Nobody said it was going to be easy, but now is the time we have to do the hard work to make the choices obvious and help our customers breakthrough.” – Scott Ingram in today’s Tip 1535
How do you keep your deals moving forward?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. The world is weird right now. It feels like everything from the macroeconomic environment to our individual deal cycles in this super precarious spot that feels kind of like tipping way back in your chair and getting right to that point where things could go either way.
You might tip forward and things will be fine, but you could just as easily tip back and fall flat on your back and right at this inflection point, things are frozen and tense.
This is NOT a place where it’s easy to make decisions from. There’s just a whole lot of stuck out there.
Of course, our job as sellers is to be the catalyst that helps unstick things and make sure our clients don’t fall flat on their backs. To do that, we’ve got to get more engaged. We’ve got to help them clearly see their situation and make it obvious that we’ve extended our hand as the solution and all they have to do is grab it, so they don’t fall.
Jack Wilson’s tip earlier this week on Sales Business Cases is a perfect example of how you can do this. By clearly documenting the rationale for the decision that they need to make.
Don’t overcomplicate things here. Now is not the time to provide a ton of options and variables that are just going to add to the indecision.
Be a great consultant or advisor. Make a recommendation. Provide a path that is clear and obvious. Make the decision simple: grab my hand and thrive or don’t and risk falling back.
Nobody said it was going to be easy, but now is the time we have to do the hard work to make the choices obvious and help our customers breakthrough. Good luck out there!