Master the ultimate skill of the complex sell, Building Champions. In Part 1, learn to Identify Champions and the Power & Impact of Champions. In Part 2, learn how to Build Champions

Contact Richard:

Email: [email protected]

Insta: #theelitesalescoach

Twitt: @elitesalescoach

Master the ultimate skill of the complex sell, Building Champions. In Part 1, learn to Identify Champions and the Power & Impact of Champions. In Part 2, learn how to Build Champions

Contact Richard:

Email: [email protected]

Insta: #theelitesalescoach

Twitt: @elitesalescoach

Master the ultimate skill of the complex sell, Building Champions. In Part 1, learn to Identify Champions and the Power & Impact of Champions. In Part 2, learn how to Build Champions

Contact Richard:

Email: [email protected]

Insta: #theelitesalescoach

Twitt: @elitesalescoach

Master the art of positioning your messaging in order to create an emotional connection of Vision in your buyer.

This is Part 2 of our Surviving the End of Quarter Block - When to Wiggle, When to Walk.  With this being the end of the quarter here in calendar 2018, what I’m doing for you this week is sending a couple short parts to this challenge I’m sure many of you are dealing with right now.  Earlier this week in Part 1, I shared the Purpose/Plan/Promise three questions that enable you to uncover your Action Gaps and guide your deal strategy. This is the critical first step with your deal Champions or those key influencers who can uncover why you’re in the block.  But today, what we’re talking about when we say, When to Wiggle, When to Walk, is a reaction to the pressures and ideas we get about whether to Wiggle on a price reduction just to get the deal closed OR to Walk Away from the deal.  Now, realize we’re talking about being at the end of the quarter here.  We’re being blocked, meaning, maybe we’re getting the heisman by procurement, the account’s gone dark or any other buyer position being taken, preventing us from getting a deal done.  Sometimes it’s tough for a sales rep because you have a manager telling you to walk away and you want to stay in the deal. Other times you feel like you’ve earned your value position, you’re going to win the deal and you don’t want to reduce the price. You’re torn because you’re wondering, Is your manager just more wise and experienced than you or Is he or she just nervous and trying to NOT LOSE the deal.  Now hopefully today can save a deal you’re struggling with now or help you gain awareness of the root cause of your situation to avoid these problems next quarter.

This is Part 2 of our Surviving the End of Quarter Block - When to Wiggle, When to Walk.  With this being the end of the quarter here in calendar 2018, what I’m doing for you this week is sending a couple short parts to this challenge I’m sure many of you are dealing with right now.  Earlier this week in Part 1, I shared the Purpose/Plan/Promise three questions that enable you to uncover your Action Gaps and guide your deal strategy. This is the critical first step with your deal Champions or those key influencers who can uncover why you’re in the block.  But today, what we’re talking about when we say, When to Wiggle, When to Walk, is a reaction to the pressures and ideas we get about whether to Wiggle on a price reduction just to get the deal closed OR to Walk Away from the deal.  Now, realize we’re talking about being at the end of the quarter here.  We’re being blocked, meaning, maybe we’re getting the heisman by procurement, the account’s gone dark or any other buyer position being taken, preventing us from getting a deal done.  Sometimes it’s tough for a sales rep because you have a manager telling you to walk away and you want to stay in the deal. Other times you feel like you’ve earned your value position, you’re going to win the deal and you don’t want to reduce the price. You’re torn because you’re wondering, Is your manager just more wise and experienced than you or Is he or she just nervous and trying to NOT LOSE the deal.  Now hopefully today can save a deal you’re struggling with now or help you gain awareness of the root cause of your situation to avoid these problems next quarter.

At the end of a quarter, these are the essential questions that guide our deal strategy to either Wiggle with a price concession or to Walk Away from the deal in order to elicit a buyer response and break the deal block.

Mastering the breakthrough the negotiation barrier of a buyer blocking your deal at the end of a quarter.

You know a lot of organizations prioritize leadership and fundamental sales management training but too often, the focus is on Front Line Managers, while the 2nd and 3rd line leaders are left to learn on the run.  So as this has come up so often lately, I decided to take a few pieces from my executive sales training and share them in this podcast. This podcast today addresses this transition as I share 6 Principles of Leading Leaders, which I’ve learned from some of the greatest sales executives in the business and many of my own experiences.

What I’m going to cover today is Strategic Account selling and my RPM Method that simplifies the management and execution of the selling plan.  What we mean by a Strategic Account is simply, a large customer or target with a high revenue upside. THE RPM Method looks like this:

RESULTS - The outcomes we want and need out of the account.

POWER BUYERS - The specific people in the account who have power and influence toward your results.

MINDSHARE ACTION PLAN (MAP) - The plan for navigating our sales activity, the guide for our time.