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.

REQUEST INFORMATION

Entertainment

For movies opening August 18, 2017

  OPENING THIS WEEK Kam's Kapsules Weekly Previews That Make Choosing a Film Fun by Kam Williams For movies opening August 18, 2017 BIG BUDGET FILMS The Hitman's Bodyguard (R for graphic violence and pervasive profanity) Unlikely-buddies comedy about an ace bodyguard (Ryan Reynolds) who grudgingly helps a notorious assassin (Samuel L. Jackson) negotiate a dangerous gauntlet en route to the Hague where he's set to testify in 24 … [Read More its Good for You.....]

Lifestyle

Nazis Coming to Your Town? Who You Gonna Call? The Klanbuster!

  Daryle Lamont Jenkins The “Charlottesville” Interview with Kam Williams Nazis Coming to Your Town? Who You Gonna Call? The Klanbuster! Since 1988, activist/journalist Daryle Lamont Jenkins, aka "The Klanbuster," has dedicated his life to monitoring the movements of the Ku Klux Klan and other white supremacist groups. In 2000, he co-founded One People's Project [https://www.onepeoplesproject.com/], a watchdog organization which … [Read More its Good for You...]

Outdoors

How Bassmaster Pro Edwin Evers Adjusts the Auto Settings on His Sonar

  How Bassmaster Pro Edwin Evers Adjusts the Auto Settings on His Sonar  by Edwin Evers When it comes to electronics, a question I get asked a lot is, “How do you customize your fish finder settings at the beginning of a day on the water?” The short answer is, “I don’t.”   You might think that a guy who makes his living with a rod and reel and who’s always looking for ways to tweak a lure or find a stronger knot would spend a … [Read More its Good for You...]

Sports

College Football Arriving Soon!

  College Football Arriving Soon! by Amy Lignor   Ask any college football fan and they will tell you that it seems like an eternity waiting for the season to begin. But, have no fear, the kick-off to the college season is almost here, with Colorado State and Oregon State hitting the field on Saturday, August 26th at 2:30 p.m. ET. On the same day, fans of Oregon State and Colorado State will see an active match-up, and Portland … [Read More its Good for You...]

Travel

Going Back in Time on the Ultimate Steamboat Vacation

  Going Back in Time on the Ultimate Steamboat Vacation by Amy Lignor   Many people love taking a cruise. But it is the river cruise on that glorious steamboat that not only offers all the benefits a big ocean liner offers, but also creates a more personalized, intimate vacation experience. It is a unique recipe: being able to witness stunning landscapes, mixed with amazing history, while dining on acclaimed regional cuisine and … [Read More its Good for You...]

Real Estate

Real Estate: Refinancing Rates on the Rise in 2017

  Real Estate: Refinancing Rates on the Rise in 2017 by Amy Lignor   The term ‘meteoric rise’ usually applies to something fun. Think: A Hollywood actor who has been ‘discovered.’) Unfortunately, when it comes to this article, ‘meteoric rise’ is something that will not bring a smile to one’s face. To put it simply, if you wish to refinance your home, you need to do it ASAP. If choosing to wait too much longer, homeowners across the … [Read More its Good for You.....]

Business

Umbrella Insurance: The Safety Net You Need

  Umbrella Insurance: The Safety Net You Need by Amy Lignor   The realm of insurance is just about the most difficult maze to get through. Each and every day it seems the financial and insurance industries are changing. What is not changing, however, is the fact that lawsuits fill up the courts more and more – lawsuits that award cash to third parties even if you don’t happen to have that cash saved. More and more, the words “umbrella … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]

Books

Book of Black Heroes

  Book of Black Heroes Political Leaders Past and Present by Gil L. Robertson, IV Foreword by Myrlie Evers-Williams Just Us Books Paperback, $12.95 80 pages ISBN: 978-1-933491-21-9 Book Review by Kam Williams “The first African-American political leaders began to serve following the Civil War...Known as Reconstruction, this period represented a window of opportunity for African-Americans... Many [Black] political leaders emerged … [Read More its Good for You...]