The Risk of Being in the Risk Phase
Thursday, May 6, 2010 at 8:03AM Have you ever felt the horror of being on your way to losing an important opportunity? All you hear from the customer indicates problems. They are asking for proof on things you thought were perfectly clear. New competitors show up and seem stronger than before. The panic is near…
What is the solution to such a situation?
I met a salesman this week who truly are feels the risk of being in the risk phase. The snowball started to roll when he was on a vacation and the CFO (power sponsor) checks with the CEO about the business case. The CEO asks the standard questions: price level, who else did you look at, is this the best alternative etc… The CFO felt she had a lot more homework to do, like talking to more vendors. The CFO is now in the risk phase.
Rule #1: Keep talking to the customer
Rule #2: Ask why they need the proof
Rule #3: Give them all what they want
And the most important rule:
Rule #4: Demonstrate how much you want their business
People buy from people …who are serious and willing to go the extra mile.
Written by and posted with the permission of:
Jens Edgren, Lindgren Partners Solution Selling
+ 46 8 651 25 00
www.lindgren-partners.se
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