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

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...]