6 reasons ABC selling is a mistake

of 19 /19
6 Reason s ABC Selling is a Mistake

description

Were you taught to "always be closing" when you were learning how to sell? That's so outdated! Here are six reasons ABC selling is a mistake, and five ways you can mini close instead.

Transcript of 6 reasons ABC selling is a mistake

Page 1: 6 reasons ABC selling is a mistake

6 Reasons ABC Selling is a Mistake

Page 2: 6 reasons ABC selling is a mistake

What is ABC Selling?

0Every now and then I bump into a salesperson that tells me they live by these three letters: ABC—also known as Always Be Closing

0And closing = asking for the order.

0When I hear this I instantly stereotype the seller as old school who has let the world of B2B sales pass them by.

Page 3: 6 reasons ABC selling is a mistake

What Happens When You’re Always Closing?

Page 4: 6 reasons ABC selling is a mistake

1. You undersell and secure fewer dollars.

By rushing to close a sale, you don’t take time to figure out the needs of your customer, and you end up offering a cheaper solution than they were

willing to pay.

Page 5: 6 reasons ABC selling is a mistake

2. You sell a solution that under delivers and does not meet customer ROI expectations. The likelihood of a renewal is not great, so time is wasted on a one-time sale.

Page 6: 6 reasons ABC selling is a mistake

3. You pitch too early and too often, which turns off savvy buyers who might be quality prospects with KEY account spending potential.

Think about it, who wants to be around a pushy salesperson that is constantly selling?

Page 7: 6 reasons ABC selling is a mistake

4. You show that you’re from a sales organization that does not use a division of labor or a sales funnel.

World-class organizations use both to create predictable revenue.

Page 8: 6 reasons ABC selling is a mistake

5. You hear “let me think about it” too often.This is usually a no close response.

Page 9: 6 reasons ABC selling is a mistake

6. You forget what the customers care about.They don’t care if you close the deal or not. They care about their own problems.

Page 10: 6 reasons ABC selling is a mistake

ABM: Always Be Mini ClosingDon’t get me wrong, closing is an important part of selling.

However, I prefer multiple mini closes throughout the sales process as opposed to the old-school method of asking for the order early

and often.

Page 11: 6 reasons ABC selling is a mistake

When to Add Mini Closes in the Sales

Cycle

Page 12: 6 reasons ABC selling is a mistake

1. Mini close along the way to keep the sales process moving, especially when linked to a CRM to facilitate handoffs to various personnel involved in

the sales process.

Page 13: 6 reasons ABC selling is a mistake

2. Mini close while qualifying and disqualifying prospects.

Page 14: 6 reasons ABC selling is a mistake

3. Mini close at the end of a needs analysis meeting to clarify customer needs and enhance solution

development.

Page 15: 6 reasons ABC selling is a mistake

4. Mini close prior to proposal development to clarify customer expectations and improve the ROI

of the solution.

Page 16: 6 reasons ABC selling is a mistake

5. Mini close during the proposal to improve the likelihood of the BIG CLOSE.

Page 17: 6 reasons ABC selling is a mistake
Page 18: 6 reasons ABC selling is a mistake

It might seem that all these mini closes take time and slow the sales process; however, in the long run they actually

increase the likelihood of the sales process moving along at a rate that

results in a sale that delivers ROI and a renewal.

Simply put, a slow and steady pace creates a “close” that delivers a long lasting customer instead of a one-time sale or a sale that never

closes.

Page 19: 6 reasons ABC selling is a mistake

Interested in Learning More?

0Subscribe to the blog