We’ve all experienced it; our salesperson tells us about that big deal that’s as good as done. Their prospect is showing solid buying signals after they verified strong alignment and generated genuine interest.
But then… as the sales cycle progresses, there becomes a noticeable shift in buyer engagement, and your seller is left baffled as to why they seem to be losing traction. If they fail to get to the bottom of the prospect’s change in heart, they are sure to be ghosted!
For those of us with years of selling experience, we understand you can’t ‘win ‘em all’. But if your sellers’ deals are regularly stalling, it’s time to evaluate the sales process they are following.
For some sellers out there, I’ve seen their sales process navigated through post-it notes. For others, it’s a cookie cutter four-step process that came auto-loaded in the Customer Relationship Management (CRM) system they use. Those who reap the benefit of sales predictability are usually the ones who have a sales leader that has taken the time to develop an intentional, customized sales process for their sales team to follow.
Here’s an example of the powerful impact a well-designed, adopted sales process can have.
One of the largest ‘deal killers’ I see is when the seller is not aligned with their buyer. Too often the seller is moving too fast and is unaware that the buyer is lagging behind for whatever reason.
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.