Are Your Buyers Going Through Your Sales Process Blind?

Are your buyers going through your sales process blind? Click here to find out more about booking Paul to speak at your next sales kick-off or event.

They don't know that after this we're going to look for a demo. They don't know that after that we're going to recommend a proof of concept. And all of a sudden it could come to the day where they're expected to proceed, and they didn't even know they were going to get a contract.

This is how good deals die.

The Hard Work That Still Needs to Be Done

Having a mutual plan with somebody which clearly calls out the time that you've started with them, right the way through to where they're going to be receiving value back from your solution.

It doesn't stop at signature.

It continues to value. And then all the way to renewal. So we're constantly delivering for people.

This is what buyers want to see. And this is the hard work that still needs to be done.

Why Great Deals Still Die Quietly

Because here's the trap.

We could be in the lead.

We could have a really excited prospect.

We could have a fantastic solution that ticks all the boxes.

But if we don't have a plan, and we don't continue to work with them, it can just dissipate. It can wither away. And it can become another deal that just fizzles out and goes from quarter to quarter until people stop asking about it, and then it becomes forgotten about.

That's not a competitor problem. That's not a product problem. That's a preparation problem.

What Elite Sellers Do Differently

In The Work Before the Work, the book I co-authored with Phil M. Jones, we outlined the 6 hidden habits that elite sales professionals use to outperform the competition. The mutual plan sits right at the heart of them.

It's not glamorous. It's not the part of selling that gets celebrated on stage. But it's the difference between a deal that closes and a deal that fizzles.

Elite sellers don't leave their buyers guessing. They walk them through every step:

• Where we are right now
• What happens next
• When we'll do the demo
• When we'll run the proof of concept
• When we'll move to contract
• When you'll start receiving value
• When we'll review, expand, and renew

The buyer sees the path. The buyer commits to the path. And the buyer stops shopping for alternatives because they're already moving forward with you.

How to Use This Today

Pick one deal in your pipeline.

Ask yourself: does my buyer know what comes next? Do they know the full journey from first call to value to renewal?

If the answer is no, build the mutual plan. Walk them through it on the next call. Keep walking with them all the way to value and beyond.

Don't let your best deals die quietly.

Click here to find out more about booking Paul to speak at your next sales kick-off or event.