The Big Picture -Little Wins Are Big Wins!

Every sales pro is driven by the big deal "wins", the "yes".... and the "multi digit commission checks!" That's pretty natural since we need to prove to ourselves every day that we are superhuman and wired to kick ass on every sales number EACH AND EVERY DAY! Anything less is simply failure! Right? WRONG!

There is no question that the most successful sales professionals are results driven and a special breed! Highly disciplined approaches to planning and execution are on our minds 24/7 in order to crush the numbers! But what happens when, for some reason, we hit some speed bumps and for a day or two.....or even a week or two those highs we're used to from the daily yes and signed deals comes to a stall? What barometer are we going to use to gauge success for these slower days?

The most accomplished reps are very pragmatic. Little wins lead to big wins. Step outside the box for a moment and take a look at your daily activities....those activities that DRIVE your day. A little win can be anything from setting two appointments a day, delivering an on-line presentation, converting a prospect into an opportunity or having 3 high quality 2 minute long (or longer) phone conversations/day. Whatever your criteria may be, set your expectations...get them up on your whiteboard and cross them off throughout the day! These are wins!

Finally, your last activity to cross off is your action list for the upcoming day. Don't blow it off until the next morning....you're wasting your time if you approach your day so unprepared. Hammer out, for fifteen minutes, your schedule..... tasks and goals for the day. Be ready to go for the AM!

Selling is very much a mental process. With all of the objection we face daily we must have daily trigger points and feeling of accomplishment ever day to stay focused long term.

So, how was your day? AWESOME!

Deals Stalling On You? Don't Hold Your Breath!

Many of you have been faced with the situation where your "HOT" prospect for some strange reason has gone cold.

The scenario is pretty typical and goes something like this.....For weeks you had great communication with your prospect, demonstrated undeniable value, ability to solve a problem and SEEMINGLY on the verge of closing the deal. Suddenly the prospect goes into hiding.

Days and maybe weeks go by where you can't get a hold of your contact causing you to wonder whether the deal is stalled or dead.

We all know there are most likely roots to the cause here...Did you agree on next steps? Were you at the correct level? Did you ever discuss budget? Whatever the reason you are now in damage control mode to determine where the opportunity stands in the funnel.

What should you do? How do you get the buyer to level with you ASAP?

GO NEGATIVE!

That's right..GO NEGATIVE!

The fastest way to determine if, in fact, buyer interest and commitment exists is to call the buyer out and test them on their intentions to move forward.

Give them the easy out to "say no".

Your goal is to initiate a responce and realistic intention.

Here are a couple of ways to address the issue:

• "Your a bit confused as to why you haven't heard from the buyer. Politely mention you were under the impression you were close to having a deal but based on "no response" it is clear that you have no interest in the proposal. Add a line in the message that infers the buyer probably doesn't see a good fit and you will be moving on. Be clear that both of your time is valuable, keep an open invitation for down the road and wish them luck. If there is no further interest it is easy for the buyer to respond to that intention because they do not want to be "hunted" at this point."
  
• Let the buyer know that you have been trying to get in touch with them for (days /weeks) with no response. Politely tell them, based on "no responce" it is pretty clear that this is most likely not the "right timing" and the proposal doesnt seem to have high priority- thus you will be moving on/closing the file. Again, if the buyer intends on moving forward you will most likely get an update on a closing timeline quickly. If NO is the answer, you made it easy for them to opt out.

The point is to walk away from a deal when extensive uncertainty exists. Chasing buyers and dead opportunities wastes valuable time, inflates your funnel and negatively impacts your quota.

Gatekeeper Tips

Among all of the roadblocks faced in the sales process most would arguably agree that the GATEKEEPER is one of the biggest obstacles. Charged with the responsibility of carefully screening calls, gathering information for their boss and, in many cases abruptly forwarding your call to lower level staff, the GK can be your best friend or worst enemy.

So, the question is how is the best way to hurdle these barriers?


Here are some tips:

• When the GK is open to learning more about the reason for your call but not willing to connect you to the DM (Decision Maker) get the GK involved and engaged. Tailor your presentation on how you can help the GK. If they ask for information send a hand written note/envelope- - better chance to be opened! Follow them on Twitter and LinkedIn to see what topics and what individuals they are following. Be polite and ask for their advice. Do your research, be prepared and be genuine at building your relationship! Executed properly will get you a plug to the DM and on the calendar!

Ex- If you sell insurance products the value to the GK may be all of the administrative tasks associated with health care, payroll and HR are handled by the vendor- thus saving the GK multiple hours of administrative work. Be creative!

• When the Gk is stone cold and not very receptive the challenges are a bit more complex. How about sending the GK and the DM a handheld tape recorder with a customized greeting and invitation to meet. Always send two recorders with two separate recordings customized individually. Follow this up with a calender invite or a creative and fun greeting card to both the GK and DM. The DM's card can even have a picture of him/her on the front of the card..This will get their attention!

Don't let the GK stop you cold in your tracks. Remember the movie "Wall Street"? Bud was persistent, creative and personable with the QUEEN of all GK's and finally got in to see the MASTER behind the 20 foot tall double doors!