As a sales person, there are few events more frustrating than a customer or client who fails to pull the trigger, slowly stringing you along. Everything up to this point was positive. All the signs pointed to a sale. But then nothing happened…something went wrong. When it came time to close the deal, your client suddenly hit the brakes.
But you refuse to lose this sale. So what do you do?
The answer: a Compelling Event.
“A Compelling Event has an economic owner, a defined date, and is a direct response to a business pressure. The action is expected to deliver a significant business result (either improving opportunity/capability or reducing pain). The compelling event defines the reason for the economic owner to act.”
Dimensions of a Compelling Event
Internal Pressure: Are there any forces within the prospect organization that are driving a decision to be made?
External Pressure: Is there pressure from shareholders, regulatory agencies, or other 3rd parties that are creating a deadline?
Personal Impact: How does the purchase decision impact the individuals in the prospect organization? Does professional advancement depend on the outcome; or the opportunity to achieve a bonus?
Consequences: Are there any negative consequences of doing nothing? Are careers at risk?
Some sales decisions are easy, requiring no compelling event. Others, like the one we described above, need a little extra motivation. And, when this is the case, it is up to you to create that compelling event!
Leave the Selling to the Professionals
When in doubt, leave your company’s sales and negotiations to the sales experts at Grindstone Business Development.
Grindstone is a full service, outsourced Business Development Company providing professional sales support and complete sales outsourcing solutions to Domestic and International clients alike. Grindstone specializes in Business to Business (B2B) programs including direct telesales, lead generation, database updating, customer retention, and B2B appointment setting services. Grindstone recruits, manages, and maintains top level talent through a superior management infrastructure. Consistent communication, feedback, and strategy refinement are a core trait. Grindstone is an extension of each client’s business and operates at the highest levels of professionalism. Every client program starts with the goal of establishing a long-term ongoing partnership.
If you have any questions about the Sales Process and Compelling Events, please contact Grindstone – based out of Baltimore, Maryland -by calling 1-888-724-7463 or click here today!
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