In a recent workshop we were talking about some of the differences between a small and large sale and an enterprise sale. One of the most obvious differences is the length of time it takes. This has become even more so in today’s economy.
One of the other major differences is that salespeople have to develop relations and coaches. Since much of selling is happening on the phone today, you may not have the chance to build the relations and coaches you need.
So let’s define what a coach is; he or she wants you to win the business and will tell you things or give you indications about what you have to do to win a deal. Some of the indications that a person could be a coach are:
- the person is responsive to you
- they have a behavior style who likes to be heard and talk
- they tell you things without you asking
- there is good chemistry
- don't only focus on a great technical solution
- don't only focus on a sellable price
- don't just focus on value and relations
- don't just focus on being responsive
Make sure your strategy and tactics are developing a coach so he or she can tell you what you need to know to win more deals. You can do this by:
- being responsive to them
- telling them things you don't tell others
- visiting them, especially if they are difficult to get to
- making them look good in front of others
Good luck selling and don't forget your coach!