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Health checkHigh Performance Sales: How to sell and close a large deal
With competition becoming fiercer than ever there is increasing pressure to reduce margins to grow (or even protect) current market share. This is typical of environments where selling is solely based on the product and its features. The sales techniques used in these situations are well documented and utilised throughout the world.
The generic process of selling based upon needs is also well documented
- Identify the market conditions
- Establish the needs of the client
- High-light the conflict between the conditions and needs
- Empathise with the implications of non resolution
- Present the solution
Many organisations are trying to “up-sell” value without understanding the complex differences between the types of sale and the implications this poses for their sales team.
Consequences of treating a major sale the same as a traditional sale:
- Confused customers
- Low conversion rates
- High time investment for low returns
- High “fall-out” at the final stages of selling
- De-motivated sales team
The characteristics of a major sale (as opposed to a “traditional” sale) have been defined as:
- The final decision is likely to happen away from the sales meeting
- Client is likely to want to consult at various stages with colleagues
- A major sale means major exposure should the decision be wrong
- A sale will take more than one meeting (a longer sales cycle)
- Relationships must be built and established (quickly)
The most common mistake made by sales people in major sales is trying to close the client at too early a stage.
Why are we different?
We adopt a refined approach based upon Goldratt’s “Layers of Buy-in” and “Communication Tools” to refocus the expertise of our client’s sales team and enable a more managed approach to a structured sale.
The “Layers of Buy-in” and “Communication Tools” empower the sales team to identify the prospects trigger needs and control the sales cycle with the decision maker. This ensures that, at all times, the prospect recognises the understanding and value that the sales person and their organisation can contribute.
Our track record in this area has brought many sales teams to achieve higher value sales orders without compromising margin.
Contact us to speak to one of our sales experts.
