“Recognize the challenge and do what you can to at least understand the who’s and how’s to keep your deals moving.” – Scott Ingram in today’s Tip 1727
Are you experiencing sales slowdowns due to extra hoops in your buying process?
Join the conversation below and feel free to share your thoughts!
1726. Trends – Sales Job Hiring
Scott Ingram on LinkedIn
2024 Sales Success Summit
Submit a Sales Tip
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Yesterday I shared the first of my trend observations on the increase in sales hiring. Today I’ve got a more troubling trend to share that I’m seeing all over the place and have been experiencing myself. This might be isolated to larger organizations, but I’m seeing extra steps being added to the buying processes of many companies and these added hoops are easily adding weeks to the time it takes to get deals done. Just last week I got a note from a client who I’ve done tons of deals with and she let me know that quote “Apparently there is a new step in the process, which involves an initial review of the PO by some entity called redacted, which should take about 2 weeks.”
I think the trick here is to lean in hard to understanding the intricate details of the purchase process of your buyers and what if anything has changed. It’s always a good idea to ask your buyer if they’ve made a purchase like this before. If they have, have them walk you through the ins and outs of the process, who’s involved, what approvals are necessary, and all of that. If they haven’t worked through a purchase like yours recently, you’re really going to need to help them figure out the process or things are going to really slow down and time kills deals!
I’m not quite sure where this is originating. Maybe everybody in sourcing has gone to some new seminar or something and they’re deploying some new technique that’s key to being in the business prevention department. If you’ve got any ideas I’d love to hear them, but I think the point is to recognize the challenge and do what you can to at least understand the who’s and how’s to keep your deals moving.
Good luck out there and be sure to come back tomorrow for another great sales tip. Thanks for listening!