The Mortal Enemy of Sales Success
Transcript of The Mortal Enemy of Sales Success
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TheMortalEnemyofSalesSuccess
BillZipp,PresidentLeadership Link,Inc.
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Whichoneisabadsalesoutcome?
YES
NO
ADVANCE
CONTINUATION
©2015byBillZipp.Allrightsreserved.
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Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
©2015byBillZipp.Allrightsreserved.
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Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
ANO isGOOD becauseyoucanmoveon.
©2015byBillZipp.Allrightsreserved.
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Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
ANO isGOOD becauseyoucanmoveon.
AnADVANCE isGOOD becauseyou’regettingclosertoadeal.
©2015byBillZipp.Allrightsreserved.
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Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
ANO isGOOD becauseyoucanmoveon.
AnADVANCE isGOOD becauseyou’regettingclosertoadeal.
ACONTINUATION isBAD becauseitleavesyousellinginthelandofmaybe.
©2015byBillZipp.Allrightsreserved.
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TheLandofMAYBE
MAYBE hasyouschedulingrepeatedappointmentsthatdon’tproduceresults.
MAYBE hasyousendingpilesofcollateralmaterialthatnevergetsread.
MAYBE fillsyouwithfalsehopeandkeepsyoufrompursuingbetteropportunities.
MAYBE isyourMORTALENEMY.©2015byBillZipp.Allrightsreserved.
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EntertheCommitmentObjective
TheCOMMITMENTOBJECTIVEissomethingyouaskthebuyertodooneverysalescall.Itisanactionyourequestthemtotakethatmovesthemforwardinthebuyingprocess.
COMMITMENTOBJECTIVESturnacontinuation intoayes,ano, oranadvance.
TheyaretheMAYBE killer.©2015byBillZipp.Allrightsreserved.
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WithoutCommitmentObjectives
SELLER BUYER
©2015byBillZipp.Allrightsreserved.
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WithCommitmentObjectives
SELLER BUYER
Action
Action
Action
Action
Action
Action
Action
Action
©2015byBillZipp.Allrightsreserved.
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KindsofCommitmentObjectivesPrimaryCommitment
Objective
Theidealoutcomefor
thesalescall,usually,
butnotalways,
agreeingtothedeal.
Aclosedsale.
SecondaryCommitmentObjective
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KindsofCommitmentObjectivesPrimaryCommitment
Objective
Theidealoutcomefor
thesalescall,usually,
butnotalways,
agreeingtothedeal.
Aclosedsale.
SecondaryCommitmentObjective
Astrategicstepofaction
youaskthebuyertotake
thatmovesthemforward
inthedeal.
Anadvancedsale.
©2015byBillZipp.Allrightsreserved.
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KindsofCommitmentObjectivesPrimaryCommitment
Objective
Theidealoutcomefor
thesalescall,usually,
butnotalways,
agreeingtothedeal.
Aclosedsale.
SecondaryCommitmentObjective
Astrategicstepofaction
youaskthebuyertotake
thatmovesthemforward
inthedeal.
Anadvancedsale.
©2015byBillZipp.Allrightsreserved.
ShowUptoEVERYSalesCallwithBOTH
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Asecondarycommitmentobjective islikeagameofpool.Ifyoudon’thaveashot,setupa
shot.
©2015byBillZipp.Allrightsreserved.
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CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
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CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
TheyINSULATE fromthecompetitionbyfosteringemotionalengagementwiththebuyer.
©2015byBillZipp.Allrightsreserved.
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CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
TheyINSULATE fromthecompetitionbyfosteringemotionalengagementwiththebuyer.
TheyUNCOVERunspokenobjectionsso youcanaddressthemopenlyandhonestly.
©2015byBillZipp.Allrightsreserved.
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CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
TheyINSULATE fromthecompetitionbyfosteringemotionalengagementwiththebuyer.
TheyUNCOVERunspokenobjectionsso youcanaddressthemopenlyandhonestly.
TheyINCREASE forecastaccuracybypopulatingthefunnelwithbetter qualifiedprospects.
©2015byBillZipp.Allrightsreserved.
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CommitmentObjectiveIdeas
• Anup-frontassessmentthebuyertakesandthesellerdebriefswiththem
• Theunbundlingofanaffordableproductorservicecustomersusuallypurchasebutyouofferforfreetoqualifiedprospects
• Aneducationalopportunity,likeaworkshoporwebinar
• Atourofyourfacilityorthefacilityofsomeonewhousesyourproductorservice
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AbouttheAuthorPopular speakerandaward-winningwriter,BillZipphelpsexecutiveleadersbuildahighperformancecultureintheircompany.Aculturethatdrivesnumbers.
Bill’sspentthousandsofhoursworkingwithhundredsofbusiness leadersasanexecutivecoachandsalesconsultant.FromFortune500firms, likeAutomaticDataProcessingandCiscoSystems,tomid-sizecompanies, likeConcurTechnologiesandShoeiElectronicMaterials,theclientsBillworkswithexperiencedramaticrevenuegrowth, someevendoubling andtriplingannualsales.
BillZipp
EMAIL:[email protected] WEB:www.billzipp.com