Want to know the easiest way to lose control of the sales process?
Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, by following this methodology, they end up scaring away the prospect anyway.
If you avoid discussing pricing options until the very last moment, you make it too easy for the prospect to ignore you. They may love everything about you and what you have to offer, but if the amount they see in writing is not something they’re comfortable with, chances are they will simply avoid discussion rather than initiating it.
In their mind, it’s much easier to ignore you than to reach out to you for a chance at a better price. When this scenario unfolds, you lose complete control over the sales process and you make it very difficult for yourself to recover from it.
Successful salespeople have an unmatched drive to be successful. Chances are, if you are seeing any type of results or success, you have an incredible work ethic and have learned to move forward even in the face of rejection.
However, can your motivation and drive ever become unhealthy or detrimental to your success? It is absolutely a fine line, and many salespeople aren’t able to tell which side of the line they’re on.
All too often, I see salespeople who will try to force a sale on a prospect who doesn’t need their services. They simply aren’t prepared to walk away even if they aren’t a right fit for the client. They allow their desire to close the deal cloud their judgment.
You may have the best products, services, and prices in the market, but if you’re missing a key variable in the equation, you will still fail.
What is the variable?
It’s your team. Sales leaders often spend so much time focusing on their products and execution (which is important) that they don’t address the efficiency of their team. If you have put together an unmotivated or unhappy group of people, all the hard work you put into your products and services will be in vain.
The good news? You are largely in control of how your team performs. Salespeople will often output the exact results that align with their compensation. While other factors such as vacation time, positive reinforcement and acknowledgement are important, the first step to creating a team that delivers results is aligning their compensation with their expected output.