They love it! But do they know how to buy it?
Last week a client asked me to review his salespeople's pipeline using the SIJAC methodology. And on first impressions, it looked fat and healthy, so I asked him why he thought it needed reviewing. "I'm not sure Chris. All the prospects say that they absolutely love the product, however no-one has signed on the dotted line yet. The sales cycle is normally quite long, but it doesn't feel right and I can't put my finger on why" he said.
As we went thru the prospects with each salesperson, it quickly became apparent that his doubts were well-founded. Sure enough, each prospect had received a number of great presentations, had expressed real interest in what the product could do for them and had been left with a sense of "Wow, that one awesome product you guys have!"
But that's all they were left with - a nice warm feeling!
They had no idea how to justify a purchase, how to go about incorporating it, who would need to be involved in the purchasing decision, the short and long term impact on their organisation, and what other resources they may need to ensure success.
"Now go back and teach them how to buy it" I said.
As we went thru the prospects with each salesperson, it quickly became apparent that his doubts were well-founded. Sure enough, each prospect had received a number of great presentations, had expressed real interest in what the product could do for them and had been left with a sense of "Wow, that one awesome product you guys have!"
But that's all they were left with - a nice warm feeling!
They had no idea how to justify a purchase, how to go about incorporating it, who would need to be involved in the purchasing decision, the short and long term impact on their organisation, and what other resources they may need to ensure success.
"Now go back and teach them how to buy it" I said.
Labels: Sales
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