Now I’ve got your attention, I’ll admit I lied.
Corporate sales are not effortless. Heck, no sales ever are.
But there is a huge time-and-energy-saving process I’ve used since i realised I’d been chasing my tail way too much.
When you’re selling a service you think needs a “presentation” or a “proposal”, it’s very easy to get caught up in the mechanics of the process – the PowerPoint, the PDFs, the laptop and cables – and forget the only important part: making the bloody sale.
If you were to reverse-engineer a successful sale to a corporate employee, here’s what it would look like, most of the time:
- You started off by confirming they had the sole capacity and authority to make the buying decision. If not, who else is involved?
- You asked them to describe their biggest challenges, knowing you’ll be able to solve them
- You didn’t forget to ascertain that their financial means were aligned with the cost of your offering
- You used trial closes throughout – eg – “If I can solve those problems within your budget, is there any reason we can’t be getting this set up straightaway?”
- You got as much commitment as possible on the first call or meeting, even asking them to buy right there and then
- You avoided mailing out lengthy follow-ups or proposals (they never read them) and instead arranged a second face-to-face to bring the deal home
And guess what happened next?
They bought!
The biggest block to corporate sales success is not a lack of desire, budget or time.
It’s the lack of a clear, hand-holding process from you, the salesperson.
Nail that, and you open the door to all kinds of abundance.
See you around,
Jonny
PS: I’m in the Midlands of the UK for a few days from the 21st – 25th October, doing some motorsport and some business. If you fancy a meet for real, I’m currently planning my schedule in detail. Reply with “meet-up!” and I’ll reach to see if we can fix something.