12 Aug Forbes: How to Move the Deal Forward
In sales, the most frustrating thing is often knowing the deal is close to won… and yet so far. How do you keep a deal moving forward when all odds seem against it? According to Simplus CRO Mike Lockert in his latest Forbes piece, you have to know who and what the deal is up against.
Mike’s article covers the keys to identifying deal decision-makers in an organization and understanding the different business departments a deal travels through before it can finally close. Check out some of the crucial tips and highlights below or read the full article on Forbes!
Identify decision-makers who want to buy.
1. Pay attention to who your prospect introduces you to within their organization:
“Don’t be afraid to ask something like, “Who is involved in making this decision and will they make the final call, is it a consensus or will you own the final decision?” If the prospect is receptive to this question, that’s a good sign they’re serious about moving forward.” —Mike Lockert
2. Be brutally honest with your prospects and yourself.
“Part of being honest is being self-aware. This is harder than it sounds, especially when you consider that only 17% of salespeople think they’re pushy, but 50% of prospects think salespeople are pushy.” —Mike Lockert
Understand how the deal moves through the buyer’s organization.
– Legal: “This step can be daunting and time-consuming. Make sure you build this into your timeline and have the support of your business sponsor. Your legal team will need to be engaged as well so items like unlimited liability and data compliance can be agreed upon.” —Mike Lockert
– Purchasing: “Remember, sometimes when your buyer says yes, purchasing will ask for more. Understand who has the juice and can stop the deal.” —Mike Lockert
– IT: “This department may be involved in every stage, but they are especially important in the requirements building and supplier selection stages. You’ll want to engage with someone who understands the company’s tech needs during your “qualifying the lead” stage.” —Mike Lockert
– Executive: “The executives may be behind the scenes, but they are often the ones that need to give the final stamp of approval in the consensus creation stage. It’s often a good idea to bring in upper-level management from your team to have a tête-à-tête with the upper-level management from their team.” —Mike Lockert
For more expertise on winning the deal, follow Mike Lockert on Forbes today!