Ever had a deal slip away because clients aren’t confident? Let’s fix that with an easy strategy that prevents customers from feeling isolated and boosts confidence in their choice.
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You know, as sellers, it’s not just our job to help our customers make decisions.
It’s really our job to help our customers make decisions that they feel good about, that they’re happy about, that they can be confident in.
And I’ve been giving this a lot of thought recently, because we certainly don’t want customers who are unhappy and face buyer’s remorse at the end of the sales cycle, because that’s going to make it hard for them to refer.
It’s going to make it impossible to renew, and it will become difficult for us to grow our business.
So I’ve been thinking about how we can do this…
One very simple way I think everybody should think about, because it’s probably the most underused utilized sales tool we have, is team selling.
So what do I mean by that? Well, utilizing a multitude of people inside your organization.
So act as the conductor and bring your manager or our tech expert or our client success, or our customer service team member with you and get your customer to also broaden the scope of the people that you’re talking to.
When the decision becomes a team effort or a community effort and you have multiple people talking to their multiple people, it becomes easier for your customer to make a decision in your favor, and they become more confident in that decision because they’re not making the decision in isolation.
Recently on LinkedIn, we ran a poll and over 50% of people think it was 55 said they only bring their manager on 10% of their sales calls.
That is a lost opportunity to build confidence in your customer’s mind and make sure that they’re happy about the decision.
It’s not that you need your manager’s help.
This is not a remedial exercise.
It’s that your clients want to hear from a multitude of perspectives.
They want to know that you have their vested interest and their support at heart.
And they want the approval of their peers, multiple peers, in order to ensure that they’re making the right decision.
So use this valuable sales tool.
Use your team.
Don’t forget to check out: Prepping for a Current Client!
Thank you Colleen for this reminder. Related to this is asking the primary contact, “Who else should we include in our discussions?” If key people in the day-to-day process feel left out, they can sabotage the project.