3 Tips That Will Help Your Prospects Tame Their Beast

Connecting with one of our customers larger prospects back in October is now beginning to pay off. Timing, and nurturing the process around their priorities is working in our favor. Let’s refer to this prospect as “ABC, Inc.”

From day one in each exchange with ABC, Inc. the cliche’ after listening to each challenge was ‘That is the nature of the beast’. But did it have to be that way? Of course not. Our success was going to rest upon finding a solution. Helping them “Tame their Beast”.

Making significant progress

In the final moments of our follow up conference call on Wednesday with ABC Inc. the V.P. of Global Supply Chain Management stated upfront “We are interested in moving further in the process because you are helping me Tame the Beast”.

The “beast” in this case was gaining clarity and creating a solution around one of his key programs amidst a huge organizational growth curve.

3 Tips to Helping Your Prospects Tame Their Beast.

1. Serve as a resource through the buying cycle

Probe to discover their requirements and expectations. Develop a clear understanding around their challenges. Stay in touch using their preferred communication style (email, voice mail, text, etc). A second option is to monitor their website and focus on certain ‘trigger events’ such as a new branch opening, promotions, etc. Go the extra step and customize your communication in either congratulating or offering a helpful solution. Nurture draws, pressure repels.

2. What has worked and what has not

As your relationship develops, seek to find what has worked so far. How did this work? Is this process/product still a part of the solution? If not, why not? What has not worked, and why? Are there any fresh ides in place, or being tested (from the incumbent)? If not the door of opportunity is opened further.

3. Become a predictable resource

As you use steps 1 & 2 in creating ‘your’ solution around ‘their’ challenges, use these to become a predictable resource. In doing so you build trust and confidence. They know they can build a future with you, your offering and your team. In doing so, you can often reduce the buying cycle dependant upon the players involved and political landscape.

As we are working through the buying cycle, I am sharing with you in real time the steps that have taken us from an unknown prospect to a final contender.

Please use these tips as you work to create solutions, reduce your buying cycle and Tame your Prospect’s Beast.

I’ll let you know the outcome…. please stay tuned!

Selling in real time…It’s real all of the time.

To your success,
Andy

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