What’s Stopping You?….. from winning that business?

Is it them, or is it you?

Here’s a quick check list for you to be sure it doesn’t happen;

To make sure it’s not you:

1/ Have you properly identified and agreed the need? – if you’ve assumed what they want instead of asking questions, then delays may happen while you        clear up any confusion

2/ Have you managed expectations? – if they are expecting ‘A’ in 3 weeks and you give them ‘B’ in 5 weeks you may lose the business or at least have it            delayed.  Make sure they know and agree what to expect.

3/ Have you agreed the process?  Their process for the purchase may be very different from your sales process. Talk to them, make it match.

To make sure it’s not them:

1/ if there is a delay from them – do you know all the decision makers and influencers so that any delay can be explained and overcome ASAP?

2/ if there is silence from them – have you agreed with the customer the best and most effective ways, and how often you can communicate with the key people in the sale?

3/ if it’s price – are you selling on value, not on price? i.e. stick tight to your quote and offer more value, rather than less price.

-  Six common issues that can at least delay, and sometimes lose the business.

-  Six simple strategies that will help to make sure they don’t happen.

-  Smooth the way, win the business.

To find out more and consider other barrier solutions why not come along to the next Salient Seminar: ‘What’s Stopping You?’  Details HERE.

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