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My Pipeline is full, but the deals aren't closing!

My Pipeline is full, but the deals aren't closing!

Having a full sales pipeline is a good problem to have - but be careful the pipe isn't full of 'maybe' customers. The biggest challenge that I observe for salespeople is a 'lack of control' over their own sales process.

Salespeople that spend large chunks of valuable time and energy attending multiple pre-sales meetings, conducting 'needless' needs analysis and writing proposals at the customer's request, are more often than not left scratching their heads in a state of ambiguity and confusion.

Common dialogue between sales manager and sales person:

Sales manager: How did you go with the ABC Company lead?
Sales person: Good, they liked what I had to say and seem interested. I will email them a proposal by COB Friday.
SM: Good work. When are we likely to get the order?
SP: Hard to say, I will get back-in to see them again next week.

(One week later)
SM: How is ABC Company coming along?
SP: I emailed them a proposal on Monday and have not heard back. I will give them a follow up call tomorrow.

(One week later)
SM: Did you speak with ABC Company yet?
SP: No, they are hard to get a hold of... they must be busy.
SM: Ok, stay on it and keep me posted.
SP: Will do.

(One week later)
SM: Anything back from ABC Company yet?
SP: Sort of, the MD's PA said someone would get back to me in the next week or so.
SM: Can we do anything else to get them over the line?
SP: Maybe offer a discount.
SM: Okay, knock of 10% and see how that goes.

(One week later)
SP: Did ABC Company take the discount?
SP: No, still no word back. If I don't hear back I will follow them up again in the next few days.
SM: Hmm...
SP: Hmm...

Outcome: The sale is never made and the sales person never really knows why.

The above scenario portrays the frustrations of many sales people and managers, who, as a consequence of an ineffective sales-process are left disempowered by their customer's actions, or better - lack thereof.

Salespeople, in the above scenario, have no consistent and effective sales-process that engages the customer through each stage of the buying process. That means the customer is dictating the sales process based on their explicit wants, irrespective of identification of the motives that are really driving those needs and implicit emotional desires.

Your job as a salesperson is to facilitate a process that supports your customers to feel comfortable enough to identify and reveal their true desires and to bring any implicit and emotional drivers into the foreground. Your role in facilitating this process is what sets apart a 'yes' from a 'no' and removes the word 'maybe' as you genuinely connect with the customer and become a trusted advisor to help them uncover and fulfill their real needs.

In reality, most salespeople never hear the word 'no', instead they spend their time chasing false hopes ('maybes') in the anticipation the customer will magically appear from nowhere sometimes after months of no-contact and yell the word 'yes!'. If you lose control of your sales-process - you also lose your ability to facilitate the outcome. So know your sales process and make sure it's an effective one and one that you follow on every occasion. Consistency is the key. This blog as seen on SmartCompany.com.au





My Pipeline is full but the deals arent closing - To learn more about this author, visit Trent Leyshan's Website.

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John Power
John Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website

Jay Kubassek
(Jay's Full Bio: EvanCarmichael.com/jaykubassek)  In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.

 

As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)

 

Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. 

 

Jay resides in NYC with his wife Jamie, son Milo and dog Cooper.  Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website


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About The Author


Trent Leyshan
(Visit Trent's Website)

Trent Leyshan is founder and CEO of BOOM Sales! a leading sales consulting, sales training and sales coaching firm specialising in the development of salespeople, culture and team performance.

BOOM Sales! was created on two core foundations: passion for 'selling the right way' and a fascination with helping people achieve their full potential.

As a consultant, facilitator and keynote speaker, Trent has successfully worked with sales people and senior leaders in a wide range of organisations: the corporate sector, technology, new media, advertising, mining and resources, retail franchise, and not for profit.

He is the creator of numerous best-selling sales programs and author of the (soon to be released) book: The Naked Salesman a sales book about 'How to achieve more be revealing more of the real you!'

Trent has successfully created his own market-leading companies, and consulted with and trained some of the worlds (big and small) most demanding sales-driven organisations.

Trent resides in Melbourne Australia with his partner and two children. For more information on Trent and BOOM Sales! please visit: www.boomsales.com.au | www.trentleyshan.com | www.thenakedsalesman.com



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