Expectations

A salesperson predicts that an opportunity ‘will close’ or, they do close an opportunity only to have the prospect delay or back out. What causes prospects to change their minds? More importantly, how do your salespeople respond when this happens? Do they follow up at the time suggested by the prospect? Do they wish their prospect luck? Do they walk away with their tails between their legs? Or do they recognize that this is merely another challenge to be overcome?

I’m not a proponent of canned presentations – they’re boring. I hate it when prospects ask salespeople to make a capabilities presentation. Your salespeople are expected to do this and as a result of agreeing to do this, they bore their prospects to death.

Salespeople hear the first examples of what they believe are compelling reasons to buy, get excited, and skip the most important part of the sales call, rushing into a trial close. Well, the salespeople might be ready to close, but the prospect isn’t! Let me give you an example:

It’s likely the time that sales managers and salespeople spend together is valuable however, let’s not assume that it’s really coaching that is taking place.