the mortal enemy of sales success
TRANSCRIPT
TheMortalEnemyofSalesSuccess
BillZipp,PresidentLeadership Link,Inc.
Whichoneisabadsalesoutcome?
YES
NO
ADVANCE
CONTINUATION
©2015byBillZipp.Allrightsreserved.
Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
©2015byBillZipp.Allrightsreserved.
Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
ANO isGOOD becauseyoucanmoveon.
©2015byBillZipp.Allrightsreserved.
Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
ANO isGOOD becauseyoucanmoveon.
AnADVANCE isGOOD becauseyou’regettingclosertoadeal.
©2015byBillZipp.Allrightsreserved.
Whichoneisabadsalesoutcome?
AYES isGOOD becauseyou’veclosedasale.
ANO isGOOD becauseyoucanmoveon.
AnADVANCE isGOOD becauseyou’regettingclosertoadeal.
ACONTINUATION isBAD becauseitleavesyousellinginthelandofmaybe.
©2015byBillZipp.Allrightsreserved.
TheLandofMAYBE
MAYBE hasyouschedulingrepeatedappointmentsthatdon’tproduceresults.
MAYBE hasyousendingpilesofcollateralmaterialthatnevergetsread.
MAYBE fillsyouwithfalsehopeandkeepsyoufrompursuingbetteropportunities.
MAYBE isyourMORTALENEMY.©2015byBillZipp.Allrightsreserved.
EntertheCommitmentObjective
TheCOMMITMENTOBJECTIVEissomethingyouaskthebuyertodooneverysalescall.Itisanactionyourequestthemtotakethatmovesthemforwardinthebuyingprocess.
COMMITMENTOBJECTIVESturnacontinuation intoayes,ano, oranadvance.
TheyaretheMAYBE killer.©2015byBillZipp.Allrightsreserved.
WithoutCommitmentObjectives
SELLER BUYER
©2015byBillZipp.Allrightsreserved.
WithCommitmentObjectives
SELLER BUYER
Action
Action
Action
Action
Action
Action
Action
Action
©2015byBillZipp.Allrightsreserved.
KindsofCommitmentObjectivesPrimaryCommitment
Objective
Theidealoutcomefor
thesalescall,usually,
butnotalways,
agreeingtothedeal.
Aclosedsale.
SecondaryCommitmentObjective
©2015byBillZipp.Allrightsreserved.
KindsofCommitmentObjectivesPrimaryCommitment
Objective
Theidealoutcomefor
thesalescall,usually,
butnotalways,
agreeingtothedeal.
Aclosedsale.
SecondaryCommitmentObjective
Astrategicstepofaction
youaskthebuyertotake
thatmovesthemforward
inthedeal.
Anadvancedsale.
©2015byBillZipp.Allrightsreserved.
KindsofCommitmentObjectivesPrimaryCommitment
Objective
Theidealoutcomefor
thesalescall,usually,
butnotalways,
agreeingtothedeal.
Aclosedsale.
SecondaryCommitmentObjective
Astrategicstepofaction
youaskthebuyertotake
thatmovesthemforward
inthedeal.
Anadvancedsale.
©2015byBillZipp.Allrightsreserved.
ShowUptoEVERYSalesCallwithBOTH
Asecondarycommitmentobjective islikeagameofpool.Ifyoudon’thaveashot,setupa
shot.
©2015byBillZipp.Allrightsreserved.
CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
©2015byBillZipp.Allrightsreserved.
CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
TheyINSULATE fromthecompetitionbyfosteringemotionalengagementwiththebuyer.
©2015byBillZipp.Allrightsreserved.
CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
TheyINSULATE fromthecompetitionbyfosteringemotionalengagementwiththebuyer.
TheyUNCOVERunspokenobjectionsso youcanaddressthemopenlyandhonestly.
©2015byBillZipp.Allrightsreserved.
CommitmentObjectiveBenefits
TheyIMPROVE pre-callplanningbyaskingsalesrepstothinkthroughtheagendaofeverycall.
TheyINSULATE fromthecompetitionbyfosteringemotionalengagementwiththebuyer.
TheyUNCOVERunspokenobjectionsso youcanaddressthemopenlyandhonestly.
TheyINCREASE forecastaccuracybypopulatingthefunnelwithbetter qualifiedprospects.
©2015byBillZipp.Allrightsreserved.
CommitmentObjectiveIdeas
• Anup-frontassessmentthebuyertakesandthesellerdebriefswiththem
• Theunbundlingofanaffordableproductorservicecustomersusuallypurchasebutyouofferforfreetoqualifiedprospects
• Aneducationalopportunity,likeaworkshoporwebinar
• Atourofyourfacilityorthefacilityofsomeonewhousesyourproductorservice
©2015byBillZipp.Allrightsreserved.
AbouttheAuthorPopular speakerandaward-winningwriter,BillZipphelpsexecutiveleadersbuildahighperformancecultureintheircompany.Aculturethatdrivesnumbers.
Bill’sspentthousandsofhoursworkingwithhundredsofbusiness leadersasanexecutivecoachandsalesconsultant.FromFortune500firms, likeAutomaticDataProcessingandCiscoSystems,tomid-sizecompanies, likeConcurTechnologiesandShoeiElectronicMaterials,theclientsBillworkswithexperiencedramaticrevenuegrowth, someevendoubling andtriplingannualsales.
BillZipp
EMAIL:[email protected] WEB:www.billzipp.com