Sales POP - Purveyors of Propserity
TV Expert Interviews / Improving Sales Team Performance / Dec 2, 2019 / Posted by Tony Hughes / 335 

Why Opening is The Most Important Phase of The Sale

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How to unstick a stalled Sales Deal

Tony is an international keynote speaker, bestselling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience, he is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. Tony also sits on a number of advisory boards, with clients including Schneider Electric, New Zealand Government, & more.

Expert insight interview with Tony and John cover the following points:

They explore the whole concept of how to unstick stall deals.

  • What are some of the things that a salesperson can look at first when they are looking at deals that appear to be stalled?
  • When a deal stalls, a good thing to do is backtrack a bit and really ask yourself the question – Did I really qualify properly enough?
  • Sometimes we forget that the individual inside the organization “the buys” has a lot riding on this personally. The more you can reassure them by helping them develop a plan with everyone else that needs to be onboard. This makes them feel like you are there to support them and to de-risk the situation for them. This decreases the staller as they don’t want to take the risk themselves. What are Tony’s views regarding the same?

If you come back to what looks like a stalled deal but if you come back with the kind of communication where you are looking to get alignment and understand the process, then the chances of them reacting to you are much higher than if you say – Hey Tony, I’m just checking in to see where we are.

Excellence in execution understands the four RSVP elements i.e. Relationships, Strategy, Value, and Process with pragmatic tools for qualifying, closing and understanding the players in the buyer organization.

According to Tony, This meta-framework supports the concepts of progressive qualification and close plans to manage an opportunity and it won’t confuse your team regardless of what they’re currently using.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

 

    About Author

    A bestselling author, award-winning blogger and the most read LinkedIn Author globally on the topic of B2B sales leadership. Tony’s first book is a business bestseller with his second book, COMBO Prospecting, available on Amazon here. He can be found at TonyHughes.com.au and RSVPselling.com

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