The price of success is paid up front

“The Price of Success is Paid Up Front.” I love this quote!  I wish I said it, however my Instagram algorithm fed it to me first.  In April’s blog post (Yes, I realize it’s been 10 months since my last post!), I discussed the importance of home court advantage, setting expectations and crafting a set of questions to either propel or disqualify a deal.

Lately I’ve been leading sales discussions focused on reducing kneejerk email, text, and LinkedIn responses that require live customer conversations.   Whether customers text or email you, think long and hard if it’s going to be more profitable in the long run to have a live discussion vs respond via keyboard. Given the limited “face to face” opportunities you have to move the needle and progress a deal, opt for for a live conversation.    

Time and again sellers share written replies with me from customers that request time, free consulting or an objection that ultimately requires a live conversation.   When asked, “Why not call them directly and take that delicate topic head on?” the number one answer I get is “It’s just easier”, “They get back to me faster” or “We have a good relationship. We are on a texting basis”.

I understand this rationale, however too much time can pass between written responses that allow for misinterpretation (on both sides).  I propose addressing matters that can postpone a sale or negotiation in real time.  In addition, if prospects don’t respond or engage in live conversations that’s cause for concern. Put your theory of bonding & rapport and test the credibility you’ve built over the lifespan of your engagements. If they don’t take your call or revert to email you’re relationship isn’t as sound as you’ve been led to believe. 

Better to get to the truth right from the prospect’s mouth.  The stutters, stammers, voice volume, tone and mood cannot be picked up via text or email.

Conversely, if prospects engaged more often in live conversations vs. negotiating price or sharing objections over email, they too would find the sales process easier to navigate. Wishful thinking on my part I’m afraid. Most buyers have been conditioned to purchase this way by salespeople. 

Live conversations can lead to conflict, but sales rarely can progress without it. Confidence, timing and experience will bolster your ability to seek confrontation.  Start doing what is difficult vs. taking to the keyboard to progress your sale. Once you do that, I cannot wait to see what happens next!

Best selling,

Jason