Are Your Canaries Still Breathing?
You know the story of how canaries were used in coal mines–miners would take the birds down because their metabolism was sensitive to poisonous fumes. If the canary died, that was a leading indicator of danger for the miners.
As an advanced sales professional, you have to have your own set of canaries to serve as indicators for what’s happening to you in the sales process. The best indicators are words used by both you and your prospects. Here are three phrases that are warning signs your sales process is in trouble.
[1] “This is a done deal.” Typicalliy this is spoken by you when descibring the deal to your manager. As a sales coach, when I hear a person say this, I know the deal is in trouble. If you feel a deal is a “done deal,” then you will get sloppy. Usually, this sloppiness happens at exactly the wrong time in the process. If you find yourself saying this–or your people say it to you—beware. The deal is about to unravel.
[2] “That was a very good presentation.” Usually spoken by a propsect after a lame presentation. You don’t want your presentations to be “good,” you want them to move people to “action.” When I hear I did a “good job” I know I fell short. If you hear that, say to the prospect, “I’m not sure I hit the mark. What didn’t you like about it?”
[3] “He just needs a little more information.” Usually spoken by a sales person after the prospect has asked for more stuff. I have some bad news…there is never enough stuff (info) to share. If you’re hoping to fill up the belief gap (that gap that must be filled before a prospect will believe you have the right solution and act on it) with information, you’re dreaming. More information never sold anyone. What sells people is the pain they experience by not getting what you have. IF you can’t communicate that, then you’ll keep believing that information is what’s lacking.
These are just a few indicators that your sales process is messed up. I coach people that it’s better to do something about these indicators when you hear them, than to have your head in the sand.
