Ask any sales person why an order is lost , chances are (s)he would say 'Price'!
Do we always lose orders because, we didnt lower the price ?
I would like to list the 'Deal Breakers' as 'CORE':
C - Competition: What was competition doing while you were pursuing the opportunity? How clued in are you on what they are offering/how/to whom? Have you considered these in your offering?
O - Objections: These are issues customer has 'expressed' to you , on your offering. Have you addressed each of those objections with a clear validation?
R- Risks : These are issues customer 'percieves' in working with you/your offering, but (mostly) will not 'express' it? e.g. Does customer doubt your solvency? Does customer feel you are a 'Fly-by-night' operator? Have you sensed and addressed these risks to the customer?
E-Empathy: How much of your solution is customised based on customer's 'specific' situation? How much of customer research have you done and built that into your solution? Have you addressed the question - "It might have worked elsewhere, but wont work HERE!!!"
Look at your price , AFTER you have addressed all the above 'CORE' Deal Breakers!
Do we always lose orders because, we didnt lower the price ?
I would like to list the 'Deal Breakers' as 'CORE':
C - Competition: What was competition doing while you were pursuing the opportunity? How clued in are you on what they are offering/how/to whom? Have you considered these in your offering?
O - Objections: These are issues customer has 'expressed' to you , on your offering. Have you addressed each of those objections with a clear validation?
R- Risks : These are issues customer 'percieves' in working with you/your offering, but (mostly) will not 'express' it? e.g. Does customer doubt your solvency? Does customer feel you are a 'Fly-by-night' operator? Have you sensed and addressed these risks to the customer?
E-Empathy: How much of your solution is customised based on customer's 'specific' situation? How much of customer research have you done and built that into your solution? Have you addressed the question - "It might have worked elsewhere, but wont work HERE!!!"
Look at your price , AFTER you have addressed all the above 'CORE' Deal Breakers!
1 comment:
nice information i like it very much
Post a Comment