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

Episode · 1 month ago

Walking Away


In the quest to hit the number, sellers can find themselves challenged with knowing when to walk away from a deal. Save this episode as a reminder when you need it. John Kaplan joins us to detail how to ensure you’re spending your time on the right opportunities for your business and your buyer’s business.

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But if you want to be an elite seller, you need to make sure you're spending your time where it's going to matter. 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 afforce 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 talk about walking away from the deal. John Kaplan joins me for this conversation. Hi John, Hi Rachel for topic today. Really good. Yeah, it's important right in that quest to hit the number. It can really be a tough thing for reps to do. Yeah, I mean sellers can, you know, haul down the opportunities too long. It's like a dog on a bone hoping they'll be able to turn the deal around there. Like natural quarterbacks, they like to get the ball in the end zone...

...and don't do so well with simply walking off the field. But, but if you want to be an elite seller, you need to make sure you're spending your time where it's going to matter. So really I want to set this podcast discussion up today. It's not about walking away as not a badge of courage or a badge of honor. Walking away could be a necessity, but I want to make sure we really talk about the INS and outs of yeah, and the concept really comes back to qualification. I know the title makes for a good title and something people want to click on. Put to your point on it comes back to qualification. How you're client qualifying your deals. You all have your own methodologies out there that you're follow but we're going to talk a little bit more generally about walking away for a dealer or putting and on, put on pause. First, John, you're really looking at the key challenges that your customer needs solving. Yeah, like everything else,...

...we start with the, you know, essential questions, and the first essential question is what problems do you solve? Then you got to ask yourself, do I have a good understanding of the problem that needs solving? Have you quantified the problem? Is it a problem your solution can solve? And you got to be honest with yourself. You know yes or no. Right, you may not have a problem or you have the right problem. To your point, but how do you know? You haven't done enough discovery and need to go back to do more discovery and keep trying or just give up? It's a really, really good question. So you got to ask yourself are yet? Are you talking to the people who have access to discretionary funds? Do you have access to an economic buyer and and there's still isn't a problem, then you need to walk away. But but many times reps just get a singular focus and accounts. They talk to one person and struggle and decide...

...there's no business there. And so I always look at who are we talking to and what are we talking to them about? Yeah, next let's see to look at the outcomes that they're trying to achieve and what's required to achieve those outcomes, those requirements for success, the required capabilities. Yeah, so you know, what are the agreed upon requirements for success? What are those things that are necessary for the customer to achieve those business outcomes, and how does your solution satisfy those requirements? You know, if you can't answer those you need to walk away. And this is an opportunity to ask further questions like if it isn't clear that a requirement achieves the necessary outcome, you got to ask the customer why, particularly if you can't satisfy it, and if there are glaring gaps and their requirements. Have some conversations that you know that help the customers see why your capabilities are going to help them achieve the outcomes.

And if you can't get your differentiation to those requirements, it's probably not a deal you'll want to spend time on. Yep, and we've alluded to this so far down but it also wanted to call it out. If you don't have the right access in the account to economic fire and or a champion, that's a good reason to either work harder for access or to move on. Yeah, Rachel, you know you've heard me say this over and over again. You need to attach yourself the big business issues facing your customer, bottle the money. Big Business issues are associated with urgency, and urgency is associated with people with power and influence, and people with power and influence are associated with funding and discretionary funding to support urgency. So always focus your energy on following the money and your opportunities. It's my experience that if you work for a great company, you have to trust that they've given you an assignment with great opportunity. When you follow the money by attaching yourself to the biggest... issue, which means that you've called high, wide and deep, you're less likely to walk away and Rachel. That's my bottom line. Yeah, and really will put a period at the end of that sentence, and I mentioned it at the top. A lot of you out there listening in your organizations have your own qualification methodologies. It might be medic and might be something else, but bottom line, as you said, John, if you're not attached to the biggest business issues, calling high, wide and deep, you probably need to work harder or shift to another opportunity where you are attached to the right things. Amen. All right, thank 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,.

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