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In the current economic times, purchases that our prospects and customers used to make without getting anyone else’s approval now need a boss.
Consequently, those that use to need a boss – now need a director.
You see where this is going right? The fear of delays and stops hold many salespeople from asking about process early. Especially with existing customers.
UpYourTeleSales.com believes that not asking is more frightening.
There is nothing worse than believing an order is coming in… counting on it even… then having it pushed out because of a missing signature (or three). That doesn’t even take CHANGING anything once the process has begun.
Even worse, is seeing your sure thing canceled because someone wouldn’t sign off on the expense.
So what do you do?
Talk about PROCESS early and often. If you’re a new reader of the Coaching over Coffee blog (or need a refresher) – you may want to check out “Process vs. Power in Decision Making” from March 12th.
Since most salespeople have trouble asking new and different questions of their existing customers – here is my tip on how to bring this up with them (of course insert a realistic spending limit for your business after the dollar signs).
“_____, almost everyone I talk with has had their personal approval limits changed. One of my customers who could spend up to $2500 without talking with anyone else – now has to get approval at $500 – what does it look like there?”
Want to see more UpYourTeleSales perspectives on the economic detour and sales work zone we’re in. Check out September’s Construction Edition of A Chip Off the Block.
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