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How to Unstuck Stuck Deals #459
Ever have a deal that won’t move forward and you’re not sure what to do? You don’t want to call it a lost deal. It’s not exactly dead but it’s frustrating, right? You’re working with an advocate in the organization and they’re onboard. But that’s not true for everyone in the organization. You don’t have to be Lao Tzu to know that failing to adapt has profound consequences. So what’s a seller to do to unstuck stuck deals? That’s the topic for today.
Today’s Chapter: Stuck Deals
With no urgency,
today looks like yesterday.
With no change in priorities,
Tomorrow looks like today.
Change instills fear and doubt.
The status quo is defended.
Douse fear
as water douses fire,
mitigate risk,
and grease the rails of change.
Stuck deals unstuck in time.
A slow river knows it will get there eventually.
Today’s Story
Chris and Pat met for their weekly one-on-one. For the second month Pat asked about the lack of progress on one deal. “What’s going on here?” queried Pat. “I thought this deal had legs and would have been closed by now”. “I know” said Chris. “But once Lee, the CFO, started getting involved, IT started to get scared. Production wants to move forward but nobody wants to accept any risk”.
Pat nodded. “Like I always say, our greatest competitor is the status quo. They’ve not embraced the risk reward tradeoff. This is where you need to step it up. “ Pat went on,
“Keep focusing on the reason they originally reached out to us. Make it clear it’s only going to get worse the longer they push off the decision. For each of the decision makers, peel them off, one by one and listen to their concerns. I bet we can address each and everyone of them. This prospect is not that different from all our other clients. Be patient, listen well, show caring and we can unstuck this stuck deal.
Take Action Quote
According to author Shannon L. Alder.
“Fear is the glue that keeps you stuck. Faith is the solvent that sets you free.”
This applies to sales too. Change can be exhausting, frustrating and, frankly, inconvenient. But change is also constant in all our lives. Lao Tzu depicts the “path of life” as in constant motion and flux. When helping our clients, we must keep this in mind for it is the “path of sales” too. Have faith and it will all work out.
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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