Last week, I showed you how to close a new account with only three questions. I hope you have tried it, or if not, you plan on giving it a shot. I speak from experience when I say...
It works!
Asking questions is part of your sales arsenal that is entirely within your control. You decide what questions to ask and when. But this week, I'd like to talk about something in the sales process that you don't control.
In some cases, you can do everything right in the sales process.
Ask all the right questions.
Present the unique aspects of your staffing firm.
Gain rapport with the potential buyer.
You can do everything right, but sometimes you can't get them to say, "Yes!" Why? What stands in the way?
There are two roadblocks that we have no control over, and yet they often determine the outcome of our sales meetings. They are:
Timing.
Circumstances.
Yes, timing and circumstances. Let's unpack each one.
You may have the right solution, but it's not the right time. The prospective client isn't ready to change or doesn't need to make a change right now. The timing effect requires constant follow-up because, at some point, timing will change. Will the prospective client recognize your staffing firm as the ideal solution when that time comes?
Or, it may not have anything to do with timing, but it's just a matter of circumstances. The prospect is slow. They are fully staffed. They have internal issues. It could be any number of things, but they all are circumstantial. Like timing, though, circumstances change. And, again, like timing, will you be on the tip of the prospect's tongue?
So, recognize that timing and circumstances are entirely outside of your control, but being front and center to the prospect is something you do have complete control over. Persistence will almost always overcome the delays caused by our two friends. Play the long game.
Just keep moving the ball forward.
The game is won, one play at a time.