The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 6 months ago

Competing initiatives: Moving Your Deal Forward

ABOUT THIS EPISODE

Sellers often hear from prospective customers that they have too much going on and thereby cannot take on a solution. When you’ve got numbers to hit, how do you get a prospect to prioritize your solution over the other initiatives they are considering? John Kaplan joins us to share how best to align your solution with the business issues that matter most to a customer.

Here are some additional resources:

Check out this and other episodes of The Audible-Ready Podcast at Apple Podcasts, Spotify, or our website.

When you hear your prospect tell you that they have too many things going on right now, that means that there's no urgency surrounding what you're offering, and there's not a company on the planet that does not have urgency happening every day. You are listening to the audible ready podcast. The show that helps you and your team's sell more faster. Will feat your sales leader sharing their best insights on how to create a sales engine that helps you fuel repeatable revenue growth, presented by the team at force management, a leader in BTB sales effectiveness. Let's get started. Hello and welcome to the audible ready sales podcast. I'm Rachel Clap Miller. Today we are going to be talking about a common situation we may find ourselves in and how to maneuver through it. John Kaplan joins me. Hi, John, hi, Rachel so JOD. Today we're going to talk about when your prospect tells you that they have too many things...

...going on right now, they can't even begin to talk to you. They can't take your solution on. So we're talking about that and the best steps for differentiating against that situation. Not only is this a very common problem, that we often hear from our listeners. It's a problem I can identify with and my own learning of becoming a better salesperson, so I'm really looking forward to the topic. Yeah, and it's something that you deal with no matter where you are and you're selling career. Even the most veteran sales people here's this, I guess you we call it an objection from a potential customer. So let's talk about your action steps when you hear that from your buyer. The first thing is really understanding what those competing initiatives are. Yeah, I mean, if I was to back up for just a second, when you hear your prospect tell you that they have too many things going on right now, that means that there's no urgency surrounding what you're offering. And there's not...

...a company on the planet that does not have urgency happening every day. So how could someone be telling you that there's no urgency? So it really comes down to a couple of things. Number One, you have not attached yourself to the urgency and sometimes the people you're calling on have not attached themselves to the urgency. Yeah, those are good points. Number when you have an attached yourself to the urgency and the or the people and or the people you're calling on aren't attast to the urgency. So what are some action steps we can take take combat the situation? Yeah, so, I mean, obviously the the first thing that we have to do is attach ourselves to the biggest business issue facing that company. So you got to ask yourself what's the biggest business issue facing this company? And then why are we not talking about it with them? What business outcomes are they driving towards? which initiatives do they...

...have in place to achieve those outcomes? which initiatives are working best and why? which initiatives are struggling and why? I mean, we spend a lot of time as sellers trying to influence decision criteria with our companies differentiation, which is awesome. That's absolutely what you're supposed to do. But the most elite sellers always make sure that they connect the decision criteria for the solution to business outcomes, right to business outcomes, and there is no possibility John it when you're asking the questions, asking the right questions around those other initiatives could give you the opportunity to better align your solution to what's going on in the customer account. Yeah, absolutely. That's why we're always focused on using great discovery questions to uncover what we call, you know, the three main areas. The positive business outcomes, there required capabilities, which is technically typically the technical...

...criteria in order to achieve those bots. The business outcomes and how they will measure success. You know, again an opportunity to tie technically, what we are doing to both the technical metrics and business metrics. So through this discovery we can understand the initiatives that they have in place to support these positive business outcomes require capabilities and metrics right really understanding what they're driving to. And for some reason, if those other initiatives for your prospect take priority over what you are addressing, what do we do that? Yeah, I mean it's not a perfect world and and and what I'm selling or offering does not always align timing wise with what my clients are dealing with. So you're not always going to be able to attach yourself to that urgency in the moment. So this now becomes a pipeline discussion. The most elite sellers in the world run into...

...this every day and because they have pipeline. They don't try to put undue pressure on a prospect to act before the prospect feels ready pressure selling is what gives the profession of selling a bad name. So elite sellers know that you don't have to close that customer in a month, but you do need to be closing some customer every month. So you got to stay in touch with these prospects, remind them of the conversations you've been having around business outcomes, require capabilities and metrics, share with them proof points and case studies that are relevant for them, testimonials that help them connect to their own urgency and also minimize the risk of doing business with you in the future. Right states. How there to those accounts? I love that concept of what don't love experience at concept, but that's such a great concept to get our head around. Is that idea of pressure selling. If you don't have pipe line, you...

...can put your customers under pressure and if you're on the receiving into that, it doesn't feel great and you don't really want to deal with the salesperson because it's they're trying to force something on you that isn't right. So you want to make sure you're saying. Aware of that. It's annoying, it is pasting, it is and we all have experience of it. We just don't want to be the person doing that. We all know what that feels like and I think the way you just describe that's really real. And if you feel like that you're doing that, you got to back off and ask yourself a question. It's probably related to your pipeline. Yeah, so, John, this is a great conversation, a short podcast, but an important one. I think you've given us some great tactics to use when we're to use when we're faced with this situation. So let's give us a bottomline, wrap it up for us, as I'd love to so one of my favorite sayings and I have it written down on my desk or on my wall or what have you. No business issue, no business. You have to attach yourself...

...to your customers biggest business issues and and this is where the critical initiatives will be. So stay focused on those positive business outcomes. Those require capabilities in those metrics and build great pipeline so you won't feel the anxiety of pressuring your customers to act before they're ready. That's it. Pipeline kill here. Is All ills. It does all right. Thank you, John, my pleasure, and they you to all of you for listening to the audible ready sales podcast. At force management, we're focused on transforming sales organizations into elite teams. Are Proven methodologies deliver programs that build company alignment and fuel repeatable revenue growth. Give your teams the ability to execute the growth strategy at the point of sale. Our strength is our experience. The proof is in our results. Let's get started. Visit US at force MANAGEMENTCOM. You've been listening to the audible ready podcast. To not miss an episode, subscribe to the show in...

...your favorite podcast player. Until next time,.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (195)