Today, I had a short but an interesting one to one session with my boss. We were discussing the particulars and possibilities of my deals coming in for this month from my sales pipeline. Did I mention; that My boss is the coolest everrrrr!! I love talking to my boss...[:)] Every time I put the receiver down after I speak with my boss- I've learnt something new... And today was no different! Since, the focus was on the deals that I could close for this month...I was facing some issues with committing the numbers for the current month and that's not because I wasn't confident on closing the sale. But, I didn't have a realistic timeframe of the buyers (prospect's) purchase process.
Wait!! Didn't I get this information during my 1st qualification call with the prospect? Yes, I did...I have a very strict qualification routine that I follow... But yet, I get this unrealistic responses. (i.e, Do you have a specific time-frame to purchase this solution?? Ans:- Yeah!! ASAP...)
ASAP? Yeah, rite... don't be fooled or get excited with these responses....Trust me!! These ASAP's will take more time than you had ever imagined...Well! At least, that's what is happening with Me. [:-/]
Seeing this problem, My boss gave me a suggestion - which is working out quite well for me! and is worthwhile, to be sharing this post! and There has been a long gap since my previous post too...Anyways, Here it goes!!
So the next time you ask your prospect about the timeline for the purchase or implementation and they give you such responses like - ASAP, Immediately and etc.... Ask them - Mr. Prospect, My understanding of ASAP or Immediately is within the next 24-48 hours...What's yours?? This way - we've probed our way to much more realistic and accurate information!
And the rest is history!!! [:D]
Keep Closing!
Wait!! Didn't I get this information during my 1st qualification call with the prospect? Yes, I did...I have a very strict qualification routine that I follow... But yet, I get this unrealistic responses. (i.e, Do you have a specific time-frame to purchase this solution?? Ans:- Yeah!! ASAP...)
ASAP? Yeah, rite... don't be fooled or get excited with these responses....Trust me!! These ASAP's will take more time than you had ever imagined...Well! At least, that's what is happening with Me. [:-/]
Seeing this problem, My boss gave me a suggestion - which is working out quite well for me! and is worthwhile, to be sharing this post! and There has been a long gap since my previous post too...Anyways, Here it goes!!
So the next time you ask your prospect about the timeline for the purchase or implementation and they give you such responses like - ASAP, Immediately and etc.... Ask them - Mr. Prospect, My understanding of ASAP or Immediately is within the next 24-48 hours...What's yours?? This way - we've probed our way to much more realistic and accurate information!
And the rest is history!!! [:D]
Keep Closing!
Ahmed,
ReplyDeleteI like the ideas. Timelines are always different, depending on who you ask. Getting them to be specific is helpful, but still no guarantee.
Ultimately, the prospect is the one who dictates the pace. As other priorities rise to the top of their list, you may be moved down a position or two.
Some reps feel that they can influence the priority list and to some extent they may be able to. However, it is still the prospect who calls the shots.
Cheers,
Marc
Indeed, Marc! The idea is all in the effort to getting more specific & precise answers that helps a sales rep to estimate the timeline and strategize next steps to closing a sale successfully. Though, The prospect is the one who makes a decision, We the sales people - "Never stop selling"... [:)]
ReplyDeleteThanks for your comment...