WINNING the COMPLEX SALE – #9 of 10 Powerful Questions you should be asking to WIN more Big Deals.

WINNING the COMPLEX SALE – #9 of 10 Powerful Questions you should be asking to WIN more Big Deals.

January 16, 2020 0 By Luis Garrison


– Hi, I’m Jeff Goldstein,
founder of salesleadersonly.com. Here’s question number nine in my 10 part LinkedIn video series. This week’s question is all
about your customer’s success. But just before I get to the question, let me share three words that have had a pretty profound effect
on my sales career over the past 30 years. The three words are
sell, install, support. Let me explain. Way back when I was just starting out, as a co-op Engineering
student, working for IBM, I had the opportunity to
sit in on some training IBM was doing for their
large account sales teams around guess what? Customer success. Yes, long before there
were fancy titles for it, IBM was teaching their sales
teams how to help ensure their customer’s success
with IBM products. The training message seems so simple and at the time, I
really didn’t understand how impactful it would be on me and how it would shape and
inform how I think about customers and selling. The instructor posed the simple question. How will you ensure
your customer’s success? Her answer was that simple. She said before you take
the customer’s money, make sure you do these three things. Sell them the right solution, make sure you have a plan
to install it correctly and then ensure you’ve sold
the right support level and services to keep the solution working. Have a plan to sell, install
and support your solution before you take their money. Sounds so simple, right? But I can’t tell you how
many conversations I’ve had with sales teams who are so focused on winning the initial deal, they haven’t paid much
attention to the services that will be required
to install and support what they’ve just sold. And if I wanted to double
click to make sure the rep understood where I was coming from, I’d ask one last question. What risks could cause the
customer’s project to fail? Deferring to his SC or re-seller
was never the right answer. Before you take your PO, make
sure you’ve thought through how to sell, install and
support your customer. Those three words will
go a long way towards ensuring your customer’s
success and your ability to sell that customer again in the future. See you next week where I’ll ask my final and favorite question in
this LinkedIn video series. I call it the Look Back
question for a special reason. Great selling everybody
and see you all next week. Thanks, bye now.