Jeff Pankoff

There’s one simple, easy-to-pose question that will, if you use it consistently, simultaneously improve your closing ratio, shorten your sales cycle, and deepen your relationship and impact within the buying organization. And yet salespeople hardly ever ask this question.

Failure is how we learn and grow. It's how we move forward. People often confuse role failure with self-confidence, self- esteem, or self-concept. Failure to obtain a meeting or close a deal is simply role failure. It’s not who we are. We may fail within a role, but we are always perfect and complete as human beings. Embrace your failure.

Have you ever been on a sales call and get the sense that the other person has checked out of the discussion? We’ve all been there. Don’t fail into the prospect’s trap and help them end the meeting! Now is the time to follow the Sandler Rule, “If you feel it, say it.” Here’s how to uncover their issues.

Salespeople often believe that ABC (Always Be Closing) is the first rule of sales. Not so. Sales Professionals know that constantly asking for the order makes them a pushy salesperson. Instead, pros ask the right questions at the right time to guide the prospect in establishing the next steps in the sales process. Prospects will either move toward closing themselves … or disclose their hesitancy, issues, or where problems still lie.

The business world is not immune to change. Companies grow, and they shrink in size. They expand their market reach, sometimes, and contract it at other times. They introduce new products and services and discontinue products and services. And, they change the ways in which they create, promote, price, and deliver their products and services.

Many managers ask us for help in identifying the best way for them to support their new hires, so these employees can more rapidly reach the point where they become productive team members.

The more opportunities you have to interact with your prospects, the better, and the end of the year is an opportune time to reach out and reconnect with your clients and prospects to get in front of them prior to the new year.

With the year winding down, perhaps it’s a good time to take stock of what you have accomplished so far this year, file away the lessons of your successes and failures, and begin thinking about what you’d like to accomplish in the coming year.

During this time of self-isolation, no doubt you and your team are working or attempting to, productively work from home. For some people, this might be an ideal situation for them to buckle down and power through. 

Right now, we as business development professionals, have the opportunity to prove to our clients that we are steadfast in our commitment to them, regardless of the changing business climate and growing concerns for public health, safety, and the economy.