Tip # 22 – Be nimble and react powerfully

March 9th, 2011 @ admin

This Tip works off the previous one, which is to be an expert. When one takes on a sense of Practical Leadership; which is what I will be talking about all week, as it is my 5th Principle on Change – one will realize that ever so often, you will have to react quickly and powerfully to take back control of a situation or customer interaction.

I remember quite a few situations on when I have had a customer not know exactly what they wanted from you and they needed us to take the lead and design a solution that worked for them.

This could happen for several reasons, so look out for this trap. Most often you will suddenly stumble on this situation and find yourself at risk of loosing a deal. Here are some situations …

Situation One:
Your client does not understand the details of your solution or product offering. This happens quite often – though, I think it is important to not make them feel incompetent when this happens, because the “Valuable Service” you offer might be too new and specialized for most people to understand. (Which is why they need you) please don’t penalize them for that.

So react fast, be nimble and flexible and move powerfully to take leadership in the sales process. Give them good ideas they can use and help them win consensus or budgets internally. Help them reduce cost and solve real problems.

Situation Two:
Your clients had a personnel change and you now have a new prospect or contact person to work with. Sorry folks, you most probably have to go back all over to the beginning and start your sales process all over again with your new contacts.

Be nimble, react fast and show these new people you are working with that you are an “insider” move into what we call the “Assumptive Close”. Let them feel, you know their business and understand their problems, help them solve real problems powerfully.

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Category : 25 Tips to Selling in a Recession &Disruptive Sales Strategies &Leadership