Today's most feared competitor is the "decide to do nothing" decision.
In today's committee-driven, risk-averse buying climate it is no longer enough to defeat your competition - or even to emerge as the chosen favourite.
You also have to show that you are the least-risk of all the options open to your prospect - including that of sticking with the status quo and choosing to do nothing for the moment.
Showing them you can help them to solve their problems isn't enough anymore - you also have to help them to manage the process of change.
Qualify, qualify, qualify...
How sales people choose which deals to run with has a huge bearing on their subsequent success rate.
This isn't just about how well your offering might address their needs - or how it compares to the competition.
In today’s climate, if bad things wouldn’t happen to the prospect if the project didn’t go ahead, then the project probably won’t go ahead. And no amount of wishful thinking or misplaced enthusiasm is going to change that.
Facilitate, facilitate, facilitate...
Once you've connected with a qualified prospect, you need to turn your attention to understanding how and why they choose to buy - and to facilitating their buying process.
It's vital that your sales people accurately determine where the prospect is in their decision making journey at all times, and that they look for observable evidence of commitment.
You can help them by ensuring that every one of your sales tools and marketing campaigns has a well understood role to play in supporting the prospect's decision making and helping them to move forward.
Our approach to improving win rates...
Our systematic, evidence-based approach can help you profile your most promising prospects, score and rank your sales opportunities, understand the factors that influence your prospect's decision-making process and articulate clear and compelling value propositions.
You might also find our experience in helping organisations establish sales metrics and implement sales analytics helpful.
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are ready, contact us here or call us on +44 845
519 0295.
We look forward to hearing from you!