All posts tagged: persistence

Gone, But Not Forgotten?

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Scott's Monday Morning MessageMany buyers are forgetting to buy from salespeople they actually like. Is it message? Quality of service? Cheaper price? No, no, and no.

It’s even simpler than all of that…it’s presence. Even many of the very best salespeople are losing deals because they aren’t around when buyers are ready to buy. What’s most unfortunate about this is that showing up is one of the few things salespeople can control.

Out of site, out mind, means out of contention. This one fact alone is why many sales organizations aren’t reaching their full potential.

There’s lots of talk about “stickiness” these days. People who keep showing up, engaging buyers in meaningful dialogues, stick like glue. Presence is what binds buyer to seller, as they are in sight, in mind, and in contention.

Scott WintripGone, But Not Forgotten?
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Deal Hibernation

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Like a bear taking a long Winter’s nap, it’s common that a deal goes into its own version of hibernation. At first the buyer seems ready to buy, creating hope for the salesperson. Then, a shift in priorities puts the sale on hold for weeks, months, or even years. Even the very best, most experienced salespeople can’t avert this from happening at least some of the time.

Managing the sales process once a deal goes into hibernation is one of those advanced sales skills whose mastery eludes many people during their careers. To become the equivalent of Spring sunshine that awakens a sleeping bear (without pissing the bear off!), salespeople must master the seven skills of Deal Arousal. Two of the simplest include:

1. Consistent Persistence
I’ve heard it said that showing up is half the battle. For many people, this alone is the biggest battle. Remembering to keep showing up or pushing past doubt and discouragement are habits most salespeople can improve in some way. In addition, buyers have built in forgetters and will easily develop amnesia the longer the deal remains in slumber.

Last week Ernie, a salesperson at a company I advise, awakened a polar bear sized deal after a year of hibernation. His campaign of Consistent Persistence cost him an hour in total time in those twelve months and net him and his company an initial million in revenue. Best of all, the deal closed quickly because of his persistence, the hunger of the client, and the Evolved Value he delivered.

2. Create and Deliver Evolving Value
Continuing to sell what you offered before the deal went into hibernation won’t bring many deals out of deep sleep. As you engage in Consistent Persistence, you must evolve value in three ways:  based upon how the customer’s business and industry have changed, in a manner that further accentuates your offering, and by adding value that makes ROI even more attractive to both parties.

Ernie got the customer to buy quickly because the Evolved Value made it too attractive for the buyer to pass up. Best of all, the profitability of the deal a year later increased by more than 10%.

Some buyers can be a real bear to deal with over time. Still others are ready for an awakening from a savvy salesperson who can create a Spring-like experience that causes the deal to rise and shine.


More on Deal Hibernation

Are you ready for advanced sales skills, including Deal Arousal? My upcoming program, The Inspired Sale, will show you how to awaken more buyers while also engaging in Sales Flow to create opportunities where they feel a compelling need to buy and buy from you. Learn more

Scott WintripDeal Hibernation
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It’s Not Over ‘Til It’s Over

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Like him or hate, and there is certainly much of both, US Republican Presidential nominee Newt Gingrich proved that persistence pays after winning the South Carolina primary this past Saturday. Considered all but dead, his campaign now has new life as the contest moves to the state of Florida on January 31st.

Regardless of your feelings for the former Speaker of the House, you can learn from his tenacious example. When you sell you must see every no as getting you that much closer to the next yes. In service and operations you can choose to view every challenge as an opportunity to exceed someone’s expectations. And as a leader your job is to create a strategy, adjust that strategy as needed, and unwaveringly hold true to the course you have charted.

Living your life with unshakeable resolve doesn’t require being a controversial or famous figure. It simply depends on persistence even when the odds seem against you.

Scott WintripIt’s Not Over ‘Til It’s Over
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