Getting the Officials to Close the Deal Now.
The fourth strategy is to get the officials to call the game early and close the deal now. Using a football game analogy, this is the same strategy that football teams take to kill the clock by having the quarterback take a knee and have the clock expire. Another analogy is the 10-run rule in softball whereby the official calls the game over since one team is leading by more than 10 runs after a certain number of innings have been played.
What has really happened is the sales person has done an excellent job of getting to the final stage. The sales person has not rushed or pushed for a sale, yet, has uncovered all the issues and concerns of the customer. Has positioned solutions properly and has created a sense of urgency using questions so the customer self-discovers the importance of a timely decision.
In order words, the customer is ready and willing to close the deal and make a decision. This shuts out the competition and moves the sale or the account business relationship to the next level of implementation. This strategy started at the first moment of thought about the customer by the winning sales person.
It involves a total sales process that engages the customer from the opening and maintains a positive “stress-level” for taking the corrective action for improvement. Without a focused sales process that separates this sales person from the thundering herd of competitors, the results would become more haphazard.
Expect to win and learn how to use the sales process to your advantage. If you need to learn about the total B2B sales process get the Three Games of Selling book. It can be found at this website. It is complete and easy to read. More importantly, it will provide the answers to winning more B2B sales than ever before.
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