If trying to “close” a deal creates anxiety for you, try looking at this from a different perspective.  You have worked hard to create and promote the value of the solution(s) you offer.  Trying to close a deal is really asking the client for their perspective...so, stay curious...

Whether you are in a sales role or pursuing another one, using this type of document will demonstrate your ability to: Think ahead Pay attention to detail Ensure you are organized Make yourself accountable to follow a plan

Your customer wants to move forward with your solution but does not have sufficient funding.  Some ideas on how to make progress despite this challenge...

Think of this as an opportunity to better understand the client’s perspective.  An approach to getting this objection less often, learning about why you got this objection and how you might respond…

Have you transitioned from working on $500 deals to $5000 deals...OR...$5,000 deals to $250,000 deals?  Early in my career, I went thru this transition and got some great advice from a VP Sales I reported to.  Here is an outline of what he suggested.

When you are following up on a lead there can a temptation to go right into asking about specifics on the deal (e.g. when, dollar value, how many…etc).  This is what many of your competitors are doing…so, be a little patient and separate yourself from competition by listening and learning first.  How you might approach the early part of the conversation…

Whether you are a sales veteran or new to selling, SMEs you work with can provide tremendous value. 

Your effort to find and close business may encounter a variety of challenges.  Are you getting stuck at certain points in the process? 

Help when there is NOTHING in it for you

When a customer asks what or how much experience you have with a certain solution, how do you respond?

When a customer asks if an engagement can be completed by a date that makes you uncomfortable, how do you respond? 

When a customer asks you if you provide a solution that is not exactly in your core capabilities, how do you respond? 

Have you ever “winged” a presentation?  I know I have in the past…generally, I did not like the results. 

While you might prepare well for a meeting, you may get questions you are not prepared for.  Some ways to handle them...

Have you asked a customer questions and not received the reaction you hoped for? 

If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings. 

ow do you get some clarity from the experience and, more importantly, some value?

Many organizations have calendar year budgets and will need to spend remaining budget or risk losing it. 

It is critical to obtain this information to see if/how you might navigate around this challenge. 

How are your wins (and value for your customers) being promoted in your customers’ organizations?  Are they promoted at all?