Google+

2 REASONS NOT TO TAKE TECHNICAL PEOPLE ON SALES CALLS

           It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real name) for example. He sells a consulting service to the federal government. He had met a high level official at a luncheon event and during the lunch conversation the prospect told him about a problem he was having. Pete promised to follow up to pursue it further and the prospect agreed that he was anxious to discuss the problem. When he got back to the office Pete immediately began the process of lining up a subject matter expert to bring along to the meeting he was trying to set up with the prospect. Luckily we had a scheduled coaching session that afternoon and I was able to talk him into abandoning that strategy and scheduling the meeting without the expert. The first advantage was that the meeting happened the following day as opposed to two weeks later which would have been the case to coordinate three busy schedules. There are many good reasons not to take technical experts on first sales calls here are the most important three reasons:

  1. CONTROL – With a technical expert in the room you are more likely to lose control of the conversation. The prospect will ask a question and the expert is off to the races explaining, advising and generally showing off how much she knows. The next thing you know the time is up and the prospect is educated but you haven’t had time to truly understand the compelling reason the prospect might have to move forward, or how much they are willing to spend etc. your team is usually so busy talking that you don’t follow your sales process.
  2. OPENNESS – If there are only two of you I the room the prospect is more likely to open up and tell you the real problem at a deeper level. They don’t have to watch what they say so much because “there are no witnesses”. They can relax and you can control the conversation and get the information you need.

I am not saying never to take experts on sales calls only to be careful not to take them too early in the process. You almost never need them on the first call since you are just there to qualify the prospect not to show and tell. Weak salespeople schedule a meeting then expect the combination of the expert and the product to wow the prospect and get him so excited they want to buy. This leads to pipeline bloat, poor forecasts wasted time and low closing rates.

So how did Pete make out? He met the prospect the next day. He uncovered a huge problem that needs to be solved in the near term. The prospect had scheduled the meeting for 30 minutes but the meeting lasted 45 minutes. Pete was worried about how he would carry the conversation without the expert. But as I predicted, once he got the prospect started on the problem the prospect went on and on about the problem and its ramifications. At the end of the meeting the prospect was convinced that Pete’s company could help him out of his mess. He scheduled another meeting to hear how they Pete’s company had solved a similar problem in another federal agency and they took the first steps in the acquisition process.

Pete learned a valuable lesson. Going to the meeting alone allowed him to control the conversation and the prospect opened up in a comfortable one-on-one setting. And what drove my point home to Pete was that had he brought the person he wanted to bring, it would have been the wrong expert. Now he can confidently bring in the right person to deliver a specific message to demonstrate a specific capability the prospect is interested in. Once that is accomplished, they will move rapidly to a new contract.

 

Get more sales tips by signing up for the free OPTMAL SELLING™ weekly video sales tip. Click here for more information.

https://wnf89686.infusionsoft.com/app/page/freevideo

 

Dan Caramanico is a salesforce development expert and he is the author of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson.

 

 

 

Entertainment

Love Gurus Date Despite Philosophical Differences in Delightful Romantic Romp

  The Bounce Back Film Review by Kam Williams Love Gurus Date Despite Philosophical Differences in Delightful Romantic Romp   Love guru Matthew Taylor (Shemar Moore) is the author of the new best seller, "The Bounce Back." Accompanied by his enterprising business manager, Terry (Bill Bellamy), he's been hawking the self-help book on plenty of TV and radio programs. Since Terry believes that "Image is everything," he's concerned that … [Read More its Good for You.....]

Books

Volume 2 of Yes Sir, Yes Sir, 3 Bags Full! – You Do NOT Want to Miss This

  Volume 2 of Yes Sir, Yes Sir, 3 Bags Full! – You Do NOT Want to Miss This Book Review by Amy Lignor What began in an unforgettable Volume 1—living Jerry Hall’s story and dealing with the heart-wrenching issues of the Viet Nam* War—continues here. The action of battle, fraught with the unending horrors that the “unwanted veterans” dealt with, grows even more painful. And as war comes closer to an end, what should have been peaceful … [Read More its Good for You...]

Art

The Day After the Day Of

  The Day After the Day Of by Paul Ilechko   The sky sheds its tears. This morning is the morning of the day after. The day of mourning, the day after the day of.  I beseech the sky to shed tears in order to wash away the tears on my face.   This is the first day of the time after. This is the beginning of a new time, the days of pain, the days of sorrow. We are in mourning. The sky looks down and sheds its tears for … [Read More its Good For You...]

Real Estate

New Home Sales Jump in April

  New Home Sales Jump in April By Burt Carey Sales of new homes hit their highest rate since 2008 in April, according to the Commerce Department’s U.S. Census Bureau. April sales increased 16.6 percent over March figures, which correlates to a seasonally adjusted rate of 619,000 home sales projected for the year. The median price of those new homes was $321,000, the highest median price ever recorded. That’s up 9.7 percent … [Read More its Good for You.....]

Lifestyle

Gain all Access Mobility with Roundabout Woodsman

Gain all Access Mobility with Roundabout Woodsman By Craig Lamb You are a waterfowler hunting solo with your prized retriever. Getting to the blind takes a four-wheel drive to pull through mud holes and keep on the two-track. Behind your truck is that aluminum jon boat. Launching that beast alone is a real hassle. Get it launched and you spend more time loading all the gear, a dog and yourself. All of the above is part of the fun, maybe, of … [Read More its Good for You...]

Outdoors

Gain all Access Mobility with Roundabout Woodsman

Gain all Access Mobility with Roundabout Woodsman By Craig Lamb You are a waterfowler hunting solo with your prized retriever. Getting to the blind takes a four-wheel drive to pull through mud holes and keep on the two-track. Behind your truck is that aluminum jon boat. Launching that beast alone is a real hassle. Get it launched and you spend more time loading all the gear, a dog and yourself. All of the above is part of the fun, maybe, of … [Read More its Good for You...]

Sports

The Best & Worst (So Far) of the 2016 NFL Season

  The Best & Worst (So Far) of the 2016 NFL Season by Amy Lignor     Okay…we’re almost dead center, folks, so it’s time to sum up the best and silliest actions and reactions that the 2016 NFL season has provided fans thus far.   Analysts are always yapping, and most likely nothing they say will actually come true. However, right now almost everyone is agreeing to the fact that Tom Brady has a score to settle. Yes, … [Read More its Good for You...]

Business

Charity Begins at Home

  Charity Begins at Home by Amy Lignor   Turning a blind eye is easy for some; preferred by others. But the fact is that the bad doesn’t become good – in any area – unless eyes are open wide to not only see what’s occurring, but also to gain the knowledge needed to stop the bad from getting even worse. Remarks are made about “other countries” and what they do wrong when it comes to the harming of animals for profit. However, in … [Read More its Good for You...]

Travel

Exploring the Holidays Around the Globe

  Exploring the Holidays Around the Globe by Amy Lignor   Thanksgiving has been had. Games have been watched and the golden turkey has caused a great many belts to be loosened. So…here it comes!   From hanging the stockings on the chimney with care to the red-nosed reindeer who had to be there; from Santa heading down that chimney just right to lovely sleigh bells ringing softly in the night, the holiday season is a truly … [Read More its Good for You...]

Green Living

Forecasting Climate Change

  Forecasting Climate Change by Amy Lignor As with anything in this world, it depends on whose opinion or observations you trust as to just how bad climate change is becoming. As 2016 begins to wrap up, climate scientists, atmospheric physicists, chemists, oceanographers – you name it – no one can come up with any other explanation for climate change and the warming of our planet other than human activity. How fast is it happening? … [Read More its Good for You...]