Helping clients win is what I do. One of my early colleagues spelled it out for me once about selling…. you want to win more deals than you lose… not unlike hitting in baseball. It’s OK to fail…. to lose deals…. as long as you learn from them.
What are your top three deals that you are working on to win? How are you preparing? Have you qualified the opportunity… meaning that you know why they want what they want, what their business issues are, when they want to solve this problem, what other ideas they are looking into, and what will happen if they don’t solve this issue you’re proposing a solution for?
These questions are critical – and even if you have a good handle on these answers, sometimes a sales opportunity is still not won. Why? It could be many things, which we will talk about in future posts – but for now focus on what you know and what you don’t know around your sales opportunities. Now might be a good time to fill in the blanks and learn more about why your potential customers are looking to you to help them, and what it is that they really need.