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.