On the previous “Weighted Pipelines” chapter we tried to understand how salespeople and sales teams can determine the REAL probability of a deal being closed.
It came down to setting a clear set of reliable parameters they can measure their progress against. Only by evaluating their pipeline worth using those clear set of parameters they can expect to assign real value to their projected revenue.
But how would you drive a systematic approach into your-day-to-day actions once you have your 80% probability deals lined-up?
It’s simple. Dead-simple.
So simple that it’s really easy to overlook. It basically comes down to having self-discipline and:
– Work on the right deals.
– Follow up with the right person at the right time.
– Always arrive prepared to meetings.
Some salespeople might consider the above to be over-simplistic but I’ll argue it isn’t.
Work on the right deals:
We already covered that on the last chapter- find those 80% probability deals in your pipeline and focus on closing those deals. Not in your 80%? Not worth your time!
Follow up with the right person at the right time:
Sales is about making a human connection with your customers and prospects. That human touch allows you to validate your customer’s pain and need. It also allows you to truly listen.
Listening lets you to spot that decision maker you’re after. Listening allows you to get to know the person you’re talking to in a personal way. Listening can sometimes be all the objection handling you will need to be doing on a deal. It’s powerful. And with real power comes responsibility.
The responsibility to follow up on your communications. To make that call in the exact right time. Do these things and your credibility will remain rock-solid in the eyes of your customer.
Always arrive prepared to meetings:
Conducting a basic Google or Linkedin search on people you are about to meet is a must. It only takes a couple of minutes and can do wonders to your sale-cycle. Getting a CRM snapshot of your last interactions and activities with a contact prior to a meeting allows you to stay on top of that deal.
There’s nothing worse than a confused salesperson trying to recall the details of a previous meeting with a customer. Super-unprofessional.
Having short pre-meeting summaries on anyone you meet isn’t just a recommended best-practice – it’s a golden ticket! It gives you a real chance to shine and dominate any meeting you attend. Amaze your customers and prospects with basic information they don’t expect you to have. It’s impressive. it’s powerful..
I know it may sound too simple, but trust me it’s not!
Following these 3 simple guidelines demands a lot focus, self-discipline and a systematic approach towards the sales process. It’s all about embedding these best practices into your daily routine. And it’s harder than you think.
On the next and final chapter of “Why should all salespeople wage war on “Weighted Pipelines”? (part 4 of 4)” we will cover some automated sales tools that help hard-coding the above best-practices into salespeople’s workflow.
On the mean time – always be closing!
About the author: Yoni Dariel is Co-Founder and CEO of ONDiGO. Prior to ONDiGO he Co-founded several start-ups. Yoni has vast experience in Sales and Business development. You can follow him on twitter on @YoniDariel