Comments on: Deals Stalled? How to Advance a Sale

By: Ajay

Ajay — Wed, 16 Jan 2013 16:27:00 +0000

Hi Anthony, I’d like to share with you an example of when ‘Can you call me next quarter’ actually became an advance instead of a continuation. A tyre brand entered India recently and we were really keen on working with them, so after doing our research we called them in September last year, nurtured them for a month and finally got an opportunity to meet them in November. After having understood their plans they said that we should see them next quarter when they will be in a position to entertain us. We called them earlier this month, met them couple of times and are now signing the contract next week. What I learnt from this was that it’s not always about you, sometimes you need to understand a prospect’s position before going all out in completing a sale.

By: Jim Jusic

Jim Jusic — Thu, 27 Sep 2012 20:25:00 +0000

I too have found Rackhams definitions of call outcomes effective in ensuring salespeople respect what constitutes successful call outcomes. My advice is to examine pipeline conversations and refine an Advance to exclude anything that does not have the client doing something stronger to move the sale forward. This means classifying “lets meet next week to finalise the details” as relatively weak when compared to ensuring the client does something more than just attend next weeks meeting to sign the contract for example. There is always something more the client can do that will highlight their psychological commitment and ensure they are engaged in resolving their need.

By: Niall Devitt

Niall Devitt — Tue, 19 Jan 2010 11:12:31 +0000

Hi Anthony, Great post! In my opinion failure to effectively manage the selling process is a significant reason for failure. An inability to successfully secure momentum means clogs up pipelines and results in extremely poor time management. I really enjoy your articles, Keep up the good work. Regards, Niall

By: uberVU - social comments

uberVU - social comments — Mon, 11 Jan 2010 13:36:13 +0000

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By: BizSugar.com

BizSugar.com — Mon, 11 Jan 2010 12:08:27 +0000

Deals Stalled? How to Advance a Sale…

The most effective way to prevent deals from stalling is to schedule an advance on every sales encounter. This is difficult, but it is still much easier than having to reengage the prospect later….