SALES TIPS ON WHEN TO HIT THE EJECT BUTTON

Here are some sales tips for knowing when to bail out of a sales campaign, when to hit the eject button.  Good sales tips that can be applied to a positive sales opportunity, clearly, can be useful in the selling process.  But sales tips that help salespeople from throwing good resources after bad in a losing cause can be sales tips of equal value.  One of the most intense exchanges I have with salespeople in my seminars is about knowing when to bow out, distasteful though it may be.

The sales tips on this very important subject can be found throughout my book, Closing the Whales.

Your potential client is the source of the sales tips, the signals that point you towards the exit ramp, if you experience enough of them.  Let’s look at some examples of those sales tips.

You should consider bailing out if your potential client, after multiple sessions, won’t help you find an inside mentor.  Of all the sales tips for hitting the eject button, this might be near the top.  It is nearly impossible to win major sales opportunities without an inside mentor.

In Closing the Whales, one of the sales tips that I think is also near the top when it comes to the question of withdrawing is: If the potential client won’t help in structuring a client-specific value proposition, you are in serious trouble.  An outsider, like a salesperson, simply won’t have the necessary information and insight to structure the critical client-specific value proposition without inside help.  When I consider important sales tips in my seminars, this is one that gets special attention.

Towards the culmination of a serious sales campaign, the client sends out clear signals that you are favored to the exclusion of all others, or that you have serious problems.  Here are a couple of late game sales tips that you will find useful.

When it comes time for proposal presentment, avoid presenting a completed proposal to your potential client.  Instead, in the initial proposal discussion, present your proposal as a first, rough draft, and ask for his input.  Keep the revision process, hopefully, through a couple of revisions with your potential client contributing as the co-author.  If this happens, you are favored.  If your potential client balks at participating, look out!  This is a sales tip worth absorbing!

The final sales tip on the subject of bailing out involves those activities that require client involvement.  For example, if your potential client won’t take the time to check your reference accounts, red flags should be going up.  When it comes time to develop a time-consuming chore like the configuration and complex options available within your solution, if that activity holds no interest, again, red flags should be going up. This book is filled with sales tips that work for long, complex sales campaigns or those of brief duration

Learn sales tips to help guide your sales campaign. Get your copy of Closing the Whales today!