“Like a GPS, there’s always many different ways to get to your desired destination, but don’t forget there’s no alternative to making sure that you set GREAT Expectations.” – Jack Wilson in today’s Tip 755
What alternative solutions or paths can you offer to move things along?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jack Wilson is back to continue his series on GREAT Expectations. Here he is:
Jack Wilson: What are the potential outcomes of your sales process or a yes or a yes? I’m pretty sure you’d prefer that. So let’s help make it a reality. I’m Jack Wilson and I’m back with tip 4 of 5 on setting GREAT Expectations. If you’ve been following along so far, then you’ve set Granular, Reasonable expectations and you’ve provided an Explanation as to why you’ve taken the steps you have. The next most important piece of the great framework is the A or Alternatives.
What happens when your best-laid plans don’t come to fruition after all life happens, and it doesn’t care about your priorities timelines, quotas, or your upfront contract. So what then, how do you make sure your deal stays on track and that your prospect has the best possible experience? One way is to anticipate the myriad of ways things can and maybe have in the past, gone off course. Apply these experiences to your current opportunity and outline alternative routes to close. If and when these challenges present themselves.
I’ll give you a simple example from my experience selling payroll services to SMBs with my time at Paychex. One of the biggest challenges I faced was accurately collecting year to date payroll data. When prospects were making a switch mid-year. As a full-cycle seller, this was directly my responsibility to collect and process in order for my customer to run their first payroll. And for me to get credit for the deal and get paid my commission.
Well, here’s the rub. Chances are the business owner who outsource the payroll. They did it because they didn’t have the time or capacity to pay attention closely enough to it themselves in turn. They often had no idea how to get me the information I needed. The more and more I experienced this, the more I could anticipate it was going to happen.
I began using this as an advantage. I created guides and resources to help my customers understand the reporting they needed. I even created one-pagers to help them identify and print reports from our competitors to make the process easier for them. So take a moment to consider times like these or other areas of your prospect’s buying journey that frequently get thrown off. What alternative solutions or paths can you offer to move things along?
Like a GPS, there’s always many different ways to get to your desired destination, but don’t forget there’s no alternative to making sure that you set GREAT Expectations.
Once you’ve done that, be sure to come back tomorrow for another great sales tip and next Friday for the next tip in Jack’s series. Thanks for listening!