Sales Manager |
Account Manager |
Reality: |
“What is your strategy to win that big deal you have forecasted for next month?” |
“Hmmmm…..oh!, I’m gonna take ‘em on a visit to our headquarters and give them a really great price” |
Unacceptable.
Visits and low price do NOT constitute a strategy!
Hope is not a strategy! |
“You have forecasted that deal, what are the chances it will close by the end of next month?” |
“100%, book it!” |
Order will not be booked for 5 months! |
“Do you know what their buying process is?”
“Please show the process to me.” |
“Oh yeah, I’m pretty sure” |
Unacceptable.
Rep’s on the outside looking in. No clue of the importance 3-D™. Developing, Documenting and Driving the Buying Process™ |
“Who are the key decision makers, what are their roles and what are their decision criteria?” |
“I have a friend who knows some people” |
Unacceptable.
You must know the players, roles and criteria. |
“If the decision were today who would win and why?” |
“Hmmm… good question, don’t know” |
Unacceptable |
