Sometimes the reason your dream client says no is because you haven’t done what’s necessary for them to say yes. Your job in sales is to make it easy for your dream clients to say yes.
Making It Easy to Gain Appointments
You make it easy for your dream client to say yes to your request for an appointment when your request includes a strong sales call value proposition. It’s easier to say yes when your dream client knows what they can expect to receive in the way of value for spending their time with you.
Without a vision of what your dream client stands to gain out of the meeting, you make it difficult to say yes to a meeting.
Making It Easy to Get Information
You make it easy for your dream client to say yes to your request for information when you explain exactly what information you want and what you intend to deliver to them once you have the information. It’s easier to say yes to the outcome that you will deliver once you have the information you need.
Without a concrete idea of what information you need and how you intend to use it, you make it more difficult to provide you with information.
Making It Easy to Gain Access to Stakeholders
Your dream client finds it easier to yes to your request for access to her buying team and all of the other stakeholders in her organization when you prove that you are going to use their time well. The more valuable you are during your meetings, the easier it is to trust that you will be valuable to those above her on the org chart.
If you are perceived as a time-waster, you make it impossible for your dream client to front you into the rest of the organization.
Making It Easy to Say Yes to Your Solution
You make it easy for your dream client to say yes to your solution when you do the discovery work in a way that allows you to capture the organization’s needs and by allowing them to help build the solution with you. You make it easy to yes by including the stakeholders who are going to be affected by your solution and by building consensus in front of a decision.
It’s hard for your dream client to say yes to your solution when it doesn’t meet the needs of the organization as a whole, and when some stakeholders are going to resist what you propose because they were left out of the process.
It’s your job to stack the deck in your favor. You make that possible by making it easy for your dream client to say yes to the commitments you need.
What do you do to make it easy for your dream client to say yes to the commitments you need?
What do you do now that might make it difficult for your dream client to yes to the commitments you are asking for?
If you were buying what you sell, what would you need a salesperson to do to make it easy for you to say yes?
Make a list of the commitments you need to gain. Write down what you have to do earn the right to a yes for each of those commitments.
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Filed under: Sales 3.0