Google+

CLOSING SALES IS LIKE HITTING A MOVING TARGET

 

 

CLOSING SALES IS LIKE HITTING A MOVING TARGET

By Dan Caramanico

Salespeople often make the mistake of assuming that the world of the prospect is static and that nothing happens in the life of the prospect between the times that he prospect talks to them. In fact nothing could be further from the truth. The world is a dynamic place and things change from day to day. Just think about your own company and your own life today compared to last quarter or last year. If your life and your perspective changes so much why would you think that the prospects life and perspective would be any different? When things change in the prospects life, their view of your product and the urgency to make a purchase will also change. When their situation changes that change will have a major impact on whether you can close the sale and how and when you should close the sale. Here are just a few of the things that can happen.

  • IMPROVED KNOWLEDGE – Over time the prospect learns more. This can even happen in one call situations. As the prospect learns more about the product or service they are buying, what they value will change. In long sales cycles they have time to do research. your specific knowledge or what you tout as your ”value add” may become less important to them.
  • PRIORITY CHANGES – Sometimes the project that you are selling rises on the priority list of the prospect and sometimes other projects become more urgent to the prospect. It is also true that certain features become more or less important to the prospect over time due to changes in their own situation or due to what they learn about the product or service.
  • OUTSIDE EVENTS – Personnel changes either above or below the person you are calling on can have a major affect. Marketplace conditions can change. The prospect  company can be bought or they can make an acquisition which will affect your sales. World events like the wrong person getting elected or a national calamity or a hurricane can have a dramatic effect.

These are only a few of the many things that can happen but they illustrate the fact that closing the sale is like hitting a moving target. Most times the closer you get to the decision point the faster things change.

The fact that the situation can change mandates that you stay abreast of the latest developments. When you go in to make a presentation or have a follow up meeting make sure that you verify that things haven’t changed dramatically before you start. In long cycle sales situations develop multiple contacts in the client organization so that you sources which can keep you up to date on the latest developments. The main point here is to recognize that his phenomenon occurs and to make sure you are aware of the latest set of buyer values and motivations.

 

 

 

To get more sales tips click here to sign up for the free OPTMAL SELLING™ weekly video sales tip.

 

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

Entertainment

For movies opening September 30, 2016

  OPENING THIS WEEK Kam's Kapsules Weekly Previews That Make Choosing a Film Fun by Kam Williams For movies opening September 30, 2016 BIG BUDGET FILMS   Deepwater Horizon (PG-13 for intense action sequences, disturbing images and brief profanity) Disaster flick recreating the real-life events surrounding the 2010 explosion of the offshore oil rig in the Gulf of Mexico which claimed the lives of 11 crewmen and led to the worst … [Read More its Good for You.....]

Books

Richards Rocks!

  Sandra L. Richards The “Rice & Rocks” Interview with Kam Williams Richards Rocks! The American-born daughter of Jamaican immigrant parents, Sandra L. Richards is the author of “Rice & Rocks.” She hopes that her debut picture book will serve as an educational resource for families seeking to teach their children the value of their heritage and the importance of cultural diversity. Sandra completed both her undergraduate and … [Read More its Good for You...]

Art

More Than a Score

  ACRONYM TO FOLLOW by Peter Brav   Finally Our Day has come There’s a Day for everything For doughnuts, siblings, eight track tapes Grilled cheese, daughters and sons to work Encouragement, Alzheimer’s Coffee, math, chewing gum Blasphemy, yo-yos And now finally One for us Truly a Day to celebrate National Don’t Shoot An Unarmed Brother Doctor King Not Seeing Progress George Orwell Laughing It Is So About the … [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

Richards Rocks!

  Sandra L. Richards The “Rice & Rocks” Interview with Kam Williams Richards Rocks! The American-born daughter of Jamaican immigrant parents, Sandra L. Richards is the author of “Rice & Rocks.” She hopes that her debut picture book will serve as an educational resource for families seeking to teach their children the value of their heritage and the importance of cultural diversity. Sandra completed both her undergraduate and … [Read More its Good for You...]

Outdoors

Apex Gear ACCU•STRIKE XS Series Bow Sights

  Apex Gear ACCU•STRIKE XS Series Bow Sights By Brad Fenson As an avid bowhunter, I’m always looking for a sight to not only help me acquire a target accurately and quickly but provide adjustability while being lightweight. It might be a lot to ask for but with a wide array of hunting situations, you have to be selective in your equipment to ensure you are always successful in the long run. The Apex Gear ACCU•STRIKE™ XS was … [Read More its Good for You...]

Sports

There Are Superheroes Among Us

  There Are Superheroes Among Us by Amy Lignor   This story truly proves that a superhero does not require a cape, tights, or the ability to fly. In a world where all headlines seem to be centered around who shot who, who is being put upon, who’s “getting away with it” – all the way to who is getting divorced and who may or may not be kneeling at NFL games – negative stories seem to be the only ones covered anymore by the media. … [Read More its Good for You...]

Business

Scholastic Announces Sales of More Than 3.3 Million Copies of Harry Potter and the Cursed Child

  Scholastic Announces Sales of More Than 3.3 Million Copies of Harry Potter and the Cursed Child Parts One and Two New York, NY (August 10, 2016) — Harry Potter and the Cursed Child Parts One and Two script book, the eighth Harry Potter story by J.K. Rowling, John Tiffany, and Jack Thorne, published in the U.S. and Canada by Scholastic has sold more than 3.3 million copies in North America to date.Scholastic announced a first printing … [Read More its Good for You...]

Travel

Vacation Time Has Turned “Spooky”

  Vacation Time Has Turned “Spooky” by Amy Lignor   Myths and legends, both spooky and surreal, are becoming the subject of many books and newspaper articles lately. And the location of many, oddly enough, happen to be in the Southwest. It used to be that a nice white sandy beach was the one place we yearned to go on vacation to get away from it all. Now, however, people are searching for places to travel where legends still exist, and … [Read More its Good for You...]

Green Living

Controlling a Species: Humans Being Humane

  Controlling a Species: Humans Being Humane by Amy Lignor   Humane. There is a reason why this word and human are basically spelled the same. What needs to happen, however, is for them to mean the same. There are societies out there that talk about just that. From clubs to groups to volunteer organizations that protect all varieties of our animal friends, “humane” is one act that they wish would be considered in any and all … [Read More its Good for You...]