There is a place where deals go to die, but sales people can save them…if they know how. Listen to this episode of the Sales Management Minute to learn how to avoid this deal fate.
The proposal gets delivered and the prospect says, “It all looks great. I need to take it to committee for decision.”
And, the sales person responds, “Ok, let me know how it goes.” And, she walks away with fingers crossed. After all, oftentimes you aren’t going to get an invitation for an audience with the committee.
What many salespeople forget is that a committee is not usually a well-organized group with rules for making decisions. It’s just a bunch of people who have either volunteered or been assigned to the task. The winner in most committee decisions is status quo.
“If we are doing it today, we’ll keep doing it tomorrow. If we weren’t doing it before, let’s not start now.”
Before you let your deal die in a committee, take some time with your contact and profile it.
Who is on the committee?
How was it put together?
What is their charge?
How are decisions made?
If you know this information, you can align your solution with the committee’s mission. A final key question to ask of your contact is
What is your recommendation to the committee?
After all, if this is the person sponsoring your proposal, the only chance you have is if he 100% supports it.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.