At Slattery Sales Group, we're often asked to help a new customer (who hasn't yet worked with us) on a high-stakes deal that's stalled. It tends to be at a time of year when this new client is approaching end of quarter or end of year, and they're worried for their forecast.
In almost four decades of complex sales training, coaching, and consulting with over 2,400 companies, we've learned that there's one question to ask, which -- when directed to the right person -- will help clarify why a deal is stalled and get it moving again.
To frame the question that we'd like for you to use, please process this idea:
If there are no consequences to somebody at your prospect enterprise for delaying this deal, then delay is the right move for that prospect.
If delay is free, then you never had a prospect, and it's time to put this thing out of its misery. Take it off your forecast.
However, if there are consequences they will incur by not taking advantage of all that you could be doing for them, then it's time to figure out what's going to happen to whom because they don't buy now, and how it will affect them.
Then, build a question based on those consequences, which you'll ask of the person who will suffer the most if they delay buying or don't buy from you at all.
So here's what it might sound like.
Let's say you've been working with a manufacturing executive. The deal is stalled. You contact them.
And your question will sound something like this:
"We may not need to spend a lot of time on this, but earlier this year we discussed that you were experiencing too many outages, and they lasted too long, and you wanted improvements showing up on your dashboard. And we offered a solution that would do it, and reserved the resources to help get it done. But it looks like the momentum for that has died over in procurement. So what's the new date when you were hoping to see the improved results?"
There are no free moves! If they delay this deal, they will experience consequences. (Otherwise, they're not a prospect, and they need to be taken off your forecast!) Dig into what those consequences are.
But don't hit your prospect over the head with them! Instead, ask a simple question about the consequences, and let your prospect go from there.
It's absolutely amazing how much clarity that one question will bring to your deal.
~
✨ Thank you for stopping by! Glad to have you here. ✨
At Slattery Sales Group, we empower great sellers and companies to win complex sales.
Our clients tell us we help them raise revenues, bolster margins, shorten sales cycles, and compete more effectively in the marketplace. We'd love to help you do that, too.
To expedite your progress:
🔷 Grab our new book HERE and get that important sale moving again.
🔷Get quick-start training to shorten your sales cycle and avoid being commoditized here.
🔷Boost your own sales skills (and earning potential!) in our advanced program here.
If you want to learn more about how we've helped over 2,400 enterprises enhance their sales processes, contact us through phone: 952-832-5436, or email: info@slatterysales.com. We'd love to connect.