How we change what others think, feel, believe and do
Creating Long Term Sales Success Using Short Term Tactics
Guest articles > Creating Long Term Sales Success Using Short Term Tactics
by: Ryan Sarti
Uncertainty in the current economy can help you close more business now and build your long term results. Sounds counter intuitive, doesn’t it? But maybe it isn’t counter intuitive at all.
Suspend your dis-belief for about 4 minutes and see what you think.
Right now, decision makers may seem to be more reluctant to make a decision. After all, they read the papers. They watch the news. They’ve had lunch with Chicken Little and have heard the sky is falling. Haven’t most of us?
As decision makers, they face the challenge of uncertainty. Uncertainty can be an emotional situation.
The truth is, business problems still pop up and need to be solved. No one has a line item in their budget at home for broken windows. But if a snow ball comes flying through your picture window and it is 10 degrees outside, you are probably going to fix the problem, even if you don’t have a line item in your home budget for broken windows.
The same applies to businesses. If it is a problem, decision makers will solve it if they directly feel the pain. If they don’t feel the pain, they aren’t going to make a decision.
How can you make the most from uncertainty to sell more now and build your revenue now and for the long term?
Now, more than ever, it is imperative to develop the problem and get decision maker commitment that they are going to solve the problem. Once you’ve done that, you are half way home.
So what is the other half? Offering and closing multiple year agreements.
Uncertainty makes it hard to plan anything because change seems to be so volatile and unpredictable. Uncertainty causes fear. FEAR is False Evidence Appearing Real. Sales reps have it, prospects have it too. Uncertainty can cause people to feel like they have no control. Hard to get someone to make a decision when they feel like they have no control, isn’t it?
Offering a multiple year agreement with guaranteed pricing gives prospects peace of mind. You can add the normal price increases over the length of the contract, total the cost, divide by the length of the contract and then quote one guaranteed price for the length of the agreement.
In addition to not having to endure the headache of shopping for service, the prospect can actually plan for the costs. That gives the prospect some level of certainty in an uncertain world. Right now a little certainty goes a long way.
Uncertainty doesn’t have to win. FEAR, doesn’t have to control you and your results. You can make the most of it if you do it right.
Here are seven things you can do to be more effective in offering and closing multiple year agreements:
1. Be sure to get prospect agreement that they have a problem and they are willing to solve it.
2. While you are fact finding, ask how they feel about uncertainty and the current situation. Ask what challenges the current economy is creating for them. Get specifics.
3. Ask them how they feel about a multi-year solution. Find out if they see it as an advantage or a disadvantage.
4. Ask about what reservations they may have about a multi-year agreement. Get them out on the table early. You don’t want to be dealing with that as an objection once you’ve proposed a multi-year solution.
5. If they are interested in a multi-year solution, how many years would they like to see. No point in going for 3 years when they would prefer 5. You won’t know until they tell you.
6. Craft your proposal to make the multi-year agreement more attractive than a single year solution.
7. If you have a bundled solution, make sure you qualify all aspects of your solution.
Don’t let fear and uncertainty create your results. Ask the right questions to develop the problem and then create multiple year solutions to build your results now, and long term. It is a simple question. “Does fear control you, or do you control fear?” You can make the most of uncertainty and this economy. Whether you do or not is up to you.
About the author: Ryan Sarti is an author, speaker, and business consultant who gives his customers tools they can use today to create better results. Email Ryan Sarti at Ryan@swiftkickgrowth.com
Contributor: Ryan Sarti
Published here on: 19-Oct-08
And the big