Docsify  ●  June 14, 2017

The Sales Manager’s Biggest Enemy & Four Ways To Deal With It

The Sales Manager’s Biggest Enemy & Four Ways To Deal With It

Time is the main enemy of each sales manager because it typically prevents a sales deal from being completed. But you should know the biggest sin in sales is not to fail a deal but to waste precious time on a failed deal. The next four tips will save your deals from the ravages of time.

 

1. Establish communication rules with your client:

  • discuss expectations for future communication
  • establish a timeline for exchanging information, files, etc.
  • agree to notify each other if a change of circumstances occurs

Benefit:

  • improve your ability to build trust through communication competently
  • avoid time delays due to misunderstandings

 

2. Inform your clients they can always say “no”:

  • explain your readiness for any decision the client may make
  • clearly identify when the client will be ready to give you an answer

Benefit:

  • avoid situations in which some clients may try to delay an unpleasant rejection
  • communicate with new clients instead of repeated, ineffective calls to prior clients

 

3. Summarize your negotiations:

  • identify all key points of recent negotiations: priorities, deadlines, etc.
  • document this information in an email to the client
  • ask the client to confirm and approve this information by email

Benefit:

  • improve the likelihood of meeting the agreed-upon deadlines
  • protect your business by keeping records in case of dispute

 

4. Ask clients for something in return if they need more time to decide:

  • don’t reject the client’s request for more time to make a decision
  • ask for contact information for other departments or people involved in the decision-making process, in return
  • interact with newly obtained contacts to learn more about what they might need to decide

      Benefit:

  • understand clearly when a deal is ongoing
  • improve your odds of bringing the deal to a successful conclusion with useful contact information obtained

 

Get a demo
Something went wrong.
You've been successfully added to the Docsify waitlist. We'll keep you in the loop.
Contact us
Something went wrong.
You've been successfully added to the Docsify waitlist. We'll keep you in the loop.
Contact our sales team to get the tailor-made solution for your company:

By clicking this button you are agreeing to our Terms of Service and Privacy Policy.

Something went wrong.

Success

Thank you! Our sales team will get in touch with you shortly.