I recently had the chance to “prep” with a client’s senior management team for a major sales opportunity. The deal was so large my client brought in everyone: CFO, COO, VP Sales, VP Marketing (the CEO was in Asia or would’ve been there too) and others. As you might imagine, many of these people don’t spend their time in sales calls. I learned something from the “non-sales” types in the room that surprised me.
Asking for the order is mandatory and standard protocol.
You would’ve thought the team was a group of bobblehead models with all the nodding that occurred when a non-sales person said, “Well, of course you HAVE to ASK FOR THE BUSINESS.”
My quick response to all who read this…no, you don’t.
Bringing up potentially negative subjects is taboo.
While it is somewhat counter-intuitive, bringing up potential problems is one of the best things a sales professional can do. Again the non-sales contingent pushed back. “Why would we want to end on a negative or bring up something that might cause them to say ‘no’?”
My response…the “negative” is there and it’s going to be there. The best relationships are built on a foundation of open/honest communication—good and bad. I can’t think of a better way to start a relationship than by saying: “What’s going to keep us from getting a deal done here? What are you most concerned with?”
Less is more and slide decks that can be referred to as “decks” are automatically too big.
Take a guess at the number of slides we reviewed…go ahead. OK, I’ll tell you—72.
Here’s a fun thing to do. Go poll a random group and ask them if they’d prefer to sit with you for your 72-page PowerPoint slide deck or sit with you and have a guided conversation. I’ll bet the responses are unanimous.
A few interesting tidbits I thought you might find enlightening.
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