Confessions of a Sales Pro with Ian Selbie

Ep1: The 7 Deadly Sins in Selling - #1 Calling at Non-Decision Making Levels

October 29, 2020 Ian Selbie Season 1 Episode 1
Confessions of a Sales Pro with Ian Selbie
Ep1: The 7 Deadly Sins in Selling - #1 Calling at Non-Decision Making Levels
Chapters
Confessions of a Sales Pro with Ian Selbie
Ep1: The 7 Deadly Sins in Selling - #1 Calling at Non-Decision Making Levels
Oct 29, 2020 Season 1 Episode 1
Ian Selbie

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

In the highly dynamic world of selling, there are two very desirable words - “Yes" and a quick “No". 

The slow “no" robs salespeople of their most precious asset, time. The quick “no” allows salespeople to move onto opportunities they can win. 

The most significant contributor to the slow “no" is calling at non-decision-making levels. Spending time talking to middle managers and influencers of prospective clients not only creates a slow “no” proposition but commits your level of contact in the account. Once established at the influencer level you are now at their mercy in terms of moving up to meet with the executive, where the real decisions are made.  

In fact to get the meeting with the executive, you may need to climb over the influencer, putting your relationship and chances for success at risk.  Always calling high first, can more than double your company's win percentage.

QUESTIONS: 

  • On new business opportunities, what would increasing your win ratio by 40-50%% do for your total revenues?  

  • How often do your salespeople meet with senior management within your customer’s organization? Could your sales force be calling higher on a consistent basis?
Show Notes

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

In the highly dynamic world of selling, there are two very desirable words - “Yes" and a quick “No". 

The slow “no" robs salespeople of their most precious asset, time. The quick “no” allows salespeople to move onto opportunities they can win. 

The most significant contributor to the slow “no" is calling at non-decision-making levels. Spending time talking to middle managers and influencers of prospective clients not only creates a slow “no” proposition but commits your level of contact in the account. Once established at the influencer level you are now at their mercy in terms of moving up to meet with the executive, where the real decisions are made.  

In fact to get the meeting with the executive, you may need to climb over the influencer, putting your relationship and chances for success at risk.  Always calling high first, can more than double your company's win percentage.

QUESTIONS: 

  • On new business opportunities, what would increasing your win ratio by 40-50%% do for your total revenues?  

  • How often do your salespeople meet with senior management within your customer’s organization? Could your sales force be calling higher on a consistent basis?