First: have unwavering belief in the outcomes you create for your Prospect/ Customer.
Next: focus on the value those outcomes bring for them and their business, go deep on these motives and the price issue decreases.
My recommendation is use “the power of 3” to outweigh price and instead it becomes an INVESTMENT!
There are five words that you should be wary of when leaving a Prospect/ Client meeting or call. Those five words are: “I think that went well!”
We want to be dealing with as much certainty in sales as possible (not false hope) and if you leave that conversation or meeting thinking “yeah I think that went well…” That means that potentially there are some questions that haven’t been answered.
It could potentially mean that the actions are one sided, in other words you’re doing more of the tasks and really what you want is mutual agreement -so there’s actions from each party.
This way everyone’s got a clear understanding of what happens next -what the next step is however big or small that might be.
If you find yourself saying: “I think that went well…” There’s definitely some further questions you can ask. Think about that before you make your next call or before you go into your next meeting: how are you going to establish what the mutual next actions are.
That will tell you how much buy-in there is and then you have a much healthier pipeline otherwise the risk is that 60% of it turns into a futile chasing situation…
If you find this is the response from your Sales team, it’s a signal to give them some help!
Do you ever wish you could hear what your Prospects or customers are saying to their colleagues when you’ve left the meeting? Recently I sat in with one of my customers -they had a potential supplier visit and after they left the first things that were said was “That went on a bit didn’t it!”
The trigger moment for that statement was when they pulled out some slides- the first few were relevant to what was being discussed but quickly lost impact as the salesperson kept clicking through them. You could feel the energy drop, the motives and curiosity from my customers who they were so keen to impress disappeared.
Now the only action that is going to happen after that meeting is that of my customer creatively avoiding the salesperson during a painful follow up process!
I bet that salesperson left the meeting thinking “yeah that went well I think we’ll get them on board” and telling their boss the odds are good! I’ve done it myself in the past too!
When you prepare for your next call or meeting: how are you going to engage and enthuse rather than disengage and alienate! If you’re using slides make sure they are targeted and leave the “About us” content on your website! And if you don’t enjoy being talked at through a load of slides you can guarantee your Prospect won’t!