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 am a highly experienced, energetic, persistent and innovative senior sales professional/sales leader and coach with 25 (plus), successful years of sales and leadership experience, developing and managing sales teams and winning new business with and through partner channels to deliver profitable revenue growth. My default approach is one of clarity, support, openness and flexibility.
I am by nature inquisitive and enquiring and whole-heartedly embrace technology that enhances our experiences. Fun is an incredibly important element of work/life for me, so whilst I am deadly serious about the business of business, I do like to work in an environment that is fun to be in.
I am very much a people person and fundamentally believe that it is the people in an organisation that make it a success or otherwise.
I thrive in teams - creating, developing and galvanising individuals into coordinated teams is my forte, and I love a fast-paced dynamic environment too, where great people challenge and ultimately deliver high-quality results for demanding customers.
I am a passionate advocate for the customer, and hold a firm belief that in the customer economy, World-Class performance is 2table-stakes" to retain (and grow) the customer base. If we get it wrong, we say so quickly and act to rectify it.
I consider myself to be a catalyst – connecting and coordinating people and opportunities. I am a motivator and inspire people to be the best that they can be through coaching and mentoring.
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 