Don’t Jump the Gun
Recently, I was on a call with one of my clients, Chris, who was speaking with one of their prospects. Chris was hoping that they would consider a $50k prototype. Right at the beginning of the call, the prospect said “I reviewed your website and whitepaper, and we’re ready to get started with you.”
The natural inclination would be to push for the sale, right? I quickly pressed mute and reminded Chris, “Don’t get pulled off track. We still need to know why they need to do this project, how it impacts their organization, and how high of priority it is for the individual.”
So, instead of jumping the gun (and jumping up and down), Chris calmly asked great questions, avoided the temptation to tell the client what we would do for them, and ultimately learned of the multi-million dollar impact of their current situation, and the how this project was key to the decision maker earning a promotion.
What started as a potential $50k prototype, quickly became a $250k pilot that the prospect wanted to start as soon as possible. More importantly, the prospect was very excited by how much Chris cared about their business justification and their underlying needs. Patience and process prevailed.
Can you think of other situations where you have to avoid jumping the gun?
About Ian AltmanIan is the author of Upside Down Selling, an Amazon #1 Best Seller. CEO’s partners and executives call on Ian as a trusted author, strategic advisor, and speaker on sales and business development (some people even think he’s a good guy!). Every day, he helps his clients discover how to flip the buyer-seller dynamic on its head, regain control of the sales process, and earn the role of trusted advisor to dramatically grow revenue.
Category: Consultative selling, Consulting, CPA, Grow Revenue, Lawyer, Professional Services, Professionals, Sales Eduction, Sales Tip, Technology
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