A Question of Power
Thursday, April 29, 2010 at 8:00AM We know about the power sponsor, but can a salesman show real power?
Most salesmen feel powerless, especially at the end of the sales cycle. When the customer enters the risk phase, things seem to drag and nothing happens. The salesman’s power to advance things has vanished.
How can we salespeople act and feel like we are in power?
One guy I met yesterday told me about his approach: “We never leave the customer until we close the deal. It can take all night but we just won’t leave”. He told me that this approach has helped his company to sell more ERP systems than anyone else.
This is a typical “eagle approach” that might lead to large discounts.
Here is my take on the power question:
- Always be ready to drop the case (then there is nothing to lose but all to win)
- Believe in your value proposition so you are ready to do anything to prove it! (customers love passionate people)
- Early value justification will help the customer to overcome financial pain
- Don’t give away the proposal without a committed draft (once the final is issued the customer won’t take your calls)
Written by and posted with the permission of:
Jens Edgren, Lindgren Partners Solution Selling
+ 46 8 651 25 00
www.lindgren-partners.se
Reader Comments (1)
What is a committed draft?