Teach, Don’t Sell this is one of the best pieces of advice I can give you.
In this week’s episode we are also going to discuss having contingencies in your pipeline and we are going to take a look at being played off against a competitor.
Pipeline Catch Ups
Here are some types of pipeline movement questions for a sales manager;
1. Is there a chance the results of the demo won’t be favourable?
2. If so, what happens?
3. What is the customer looking for in the demo?
4. Will the demo provide the results they want?
5. How will they be measuring “success?”
6. When’s the last time you spoke with the CIO?
7. What does she need to approve the deal?
8. What evidence do you have that even if we get approval it will close next week?
9. You said you are waiting on the results, what exactly are you waiting on?
10. What evidence do you have that is going to happen?
11. Could the results divide the customer into two camps?
12. If so, what will we do?
13. What is our backup strategy?
14. What can we do now, that can influence the decision?
15. What is OUR next step, besides waiting? Why?
There are a million questions that could be asked. The objective is to not get a STATUS, but to understand the issues with the sale AND then formulate a response to them. Deals must be moved from stage to stage.
A static pipeline is a dead pipeline.