- May 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What would you do if one of your sales reps called at 5 PM on a Friday, the last day of the month, on the final day of a bad quarter and said, “Good News – I closed ___________!”(insert any huge company here)
You’d get excited, your heart would beat a little faster, you’d feel relieved because things seem to be turning around, and you’re thinking, “This is good, damn it.”
You ask, “What did you close them for?”
Your salesperson responds, “They bought a ___________.”
(the least expensive thing in the smallest possible quantity)
You know that it would have been more appropriate for them to buy a _________________.
(the most expensive thing you sell)
You yell, “What? Are you kidding? How did that happen? And you’re calling me to brag about it? Are you crazy?”
The salesperson says, “But we’re in!”
So here are some questions for you;
Is it better to “be in” with something sold today, or to still be out, and hoping to sell them the appropriate solution tomorrow?
Is it better to say “they’re a customer” now, or is it better to wait and do it the right way later?
Is it better to know you have to sell them one more time, or take a chance that you may never have the chance to sell them what they really need?
Let’s explore the opposite scenario.
Let’s say that you failed to close a company who decided against buying what you were trying to sell them. Does it make any sense to return to them and offer to sell them what they are willing to buy?
These situations occur on a daily basis in most companies, (at least the companies with enough activity taking place) and everybody has a different preference as to how they should be handled. What would you do?
Scenario 1 – happy to sell them something or wait to sell them the right solution?
Scenario 2 – return and try to sell what they’re willing to buy or move on?
Here’s another way of looking at it. In scenario 1, you waited to sell them the right solution and they wouldn’t buy it. So now you have moved to scenario 2…