When an opportunity has an extra zero or two at the end, what do you do differently to earn the business? Are you more polite, respectful cautious, aggressive, intimidated, or observant? Do you ask more questions, better questions, fewer questions? Do you spend your time answering questions, talking about your value proposition, company and expertise?
If you answered, “I don’t do anything differently” you probably win your share of the big opportunities. Most big ones are lost because salespeople change their game plan. A case in point: In one recent sales call to a large company, John abandoned his questioning strategy and facilitated for the prospect – basically agreeing to whatever his prospect said or asked. On a similar call, Mary pushed back, questioned their strategies, asked really tough questions, asked “why” when they didn’t have the answers, and spent more time than anyone else asking questions and stimulating discussions .
John’s call lasted about 20 minutes in which time he failed to distinguish himself. Mary’s call lasted 2 hours and 20 minutes as she developed superior S.O.B. Quality. S.O.B. Quality is explained fully in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Refer to the Chapter on Reaching 2nd Base.
Big Opportunity? Don’t back down, push back.