Salespeople get stuck in the moment of problems in presentations. This hangs up the sales process another way to say this is people get stuck in the mud. They don't know what to do or say... so they lose momentum.
The deal goes sideways and salespeople cant figure out where to go.
Losing momentum kills deals and you need to know why. The buyer feels the presentation and has a rhythm. The conversation slows down and then feels lost. The momentum is lost in the presentation. The buyer goes into “I need to look for other options”. The deal could have been made.
There are a few elements to keep a sales presentation moving forward:
- Look at what the current problem is at a micro and macro level.
- What are the solutions that are possible for what you can deliver?
- List them out in your head but more preferably on paper
- Word tracks – why don’t we do this, how about we do this
- The right answer is not always the first answer, sometimes you have to come up with a few ideas for this to work. Your conversation isn't all about speed.
- Closing can take 10% of the time of the total presentation time. This means you must have content to work with.
Look for ways to keep the deal going forward. New salespeople struggle with the momentum in the call. How you can do this with a little work:
- It takes time, energy and effort. to close deals and make them happen. This isnt a race.
- Know what offers you have that you could use at the table for the first pencil or as a backup offer.
- Know what the rates are, the dealer fee, and the payments for the future client and yourself.
Be willing to make an offer if you think you are going to lose the deal. You will want to try to build some momentum here and you cant get caught up in the "no". As you work your sales process you will want to pay attention to yourself and stay grounded. Too much energy is not good and not enough energy is horrible as well.
- You will be under pressure and you will need to slow down. Speeding up becomes awkward pressure.
- Ask a few questions to clarify your position
- Find out why there is a no by trying to get one (Jim Camp)
- It's not always about price discounts – it could be the terms
- Sometimes you need to sell higher
- An objection isn't a “no” it could be a clarification