In a world of political correctness gone extreme, it is often very difficult for a business to establish what is a real sales opportunity versus what is simply noise, misinterpretation, over-optimism, and lack of clarity.
Why is this seemingly so difficult for us to manage?
My hypothesis is that more often than not, we fail to create the environment where our potential customer feels able to provide clarity (or a simple no thank you). So how do we create the right environment for good open dialogue, and who takes the lead?
Simply, I’d suggest that the seller should be taking the lead in pursuit of clarity. The buyer may provide a clear indication of the seller offer’s fit to the need, which is great, but my experience tells me this is the exception. So we end up with a “send me a quote”, “leave it with me”, “I’ll let you know”… None of which is helpful. The seller logs into the CRM tool to update and notes that this is a probable deal and it is duly added to the forecast. Misleading? Perhaps. Unhelpful? Certainly.
Ultimately, deals are done where buyer and seller have congruence and the detailed effort goes into working out HOW the deal is done, as the decision to deal is already made.
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Published by Graham Bunting
I have been around a while and seen some stuff for sure. I have experienced some good bad, indifferent and some downright fabulous.
I am still hugely motivated to get up every day and be curious. I love tech and business and most of all dogs oh and people ;-)
Having been in sales most of my working life I have a real interest in the art and science and am a committed lifelong learner - constantly frustrating my kids with my stock phrase "every day is a school day"
Personally, I’m a husband to one, and father to five amazing children (three of them are no longer children, but independent adults) and my golden lab – Archie, who is always pleased to see me.
I was blessed with becoming a Granddad in February 2021 (a very proud and somewhat besotted one) and another grandson arrived in October 2022 to keep their parents busy and for me to spoil.
I am also a mad keen lover of the oval ball game and a lifelong supporter of Leicester Tigers. As an Englishman, that's therefore England at a national level and the British and Irish Lions.
If I can be of service in any way including any area of developing a channel sales and support business or ecosystem partnerships, and or sales coaching or development, you can find me at the link below, and contact me via the form also.
One of my favourite "quotes" is
Life's journey is not to arrive at the grave safely in a well-preserved body. But rather to skid in sideways, totally worn out, with a beer in one hand, shouting "Whoo, what a ride!!"
Views here are 100% my own. https://grahambunting.com/findme/
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Graham Bunting -The Catalyst 