Is this costing you sales?
Rashid Kotwal
Sales, Strategy & Leadership Consultant for SME Professional Services Firms | Driving Revenue Growth and Profitability | Expert in Building High-Performing Sales Teams | Preparing Businesses for Successful Exits
Back in the mid-1990s, I learned a valuable lesson from a masterful salesperson, one that’s stuck with me and that I share with all our clients.
Having recently moved into sales, I mistakenly believed I should let clients come to their own conclusions rather than strongly advising on a course of action. This is a classic mistake often promoted by so-called sales gurus even today.
We had a $600,000 deal on the table. But the CEO was hesitating.
I watched the lead salesperson hand him a pen and firmly yet politely state her case, essentially saying, “Sign here, you know this is the right decision, let’s get on with it.”
She was a classic advisor, someone who sums up a situation and calmly advises a course of action.
In contrast, many salespeople and consultants love to consult but never ask for the order, even when it's in the client's best interest to buy.
We all sit on a continuum from pleasers to advisors.
Pleasers build great relationships, gaining trust and rapport, making them excellent customer service reps. But they often spend too much time consulting without progressing sales.
Sales managers frequently complain that these individuals, often highly technical specialists, act as unpaid extensions of their client’s staff. Classic pleasers are often too empathetic, believing clients should be allowed to think about it.
I’ve seen this from blue-collar reps to highly paid professional consultants who see their role as problem solvers, not sellers.
Strong advisors, on the other hand, have firm opinions about their product or service and will tell you what you should do, closing the deal and getting commitment.
In sales, knowing when to be an advisor or a pleaser can make all the difference. These roles aren't just titles; they're approaches that can either drive a sale forward or leave it stagnating.
Advisors are confident, knowledgeable, and decisive.
They analyze the situation, present the best course of action, and confidently guide the client towards a decision. Their strength lies in their ability to provide clear direction and close the deal.
Pleasers, on the other hand, excel at building relationships. They connect deeply with clients, gaining their trust and ensuring they feel heard. However, they often hesitate to push for a decision, wanting to give the client ample time to consider their options.
Understanding where you and your team fall on this spectrum is crucial. It's not about being better or worse; it's about playing to your strengths and knowing when to step up or step back.
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If you're finding deals are stalling or that your team isn't performing as expected, it might be time to reassess.
Are your pleasers too hesitant to ask for the sale?
Are your advisors too pushy, risking relationships? Finding the right balance is key to achieving consistent sales success.
If you're facing stalling deals and your team isn’t hitting sales targets here’s my introductory offer to you.
We’ll workshop your end-to-end sales process to determine holes to be plugged. Then ensure your people can play to their strengths, shortening sales cycles and maximising revenue and profitability.
Contact me directly to get started.
Rashid.
P.S. Whenever you’re ready … here are ways I can help you lead a better business and live a better life:
1) Access a range of free resources which help you attract, engage and convert new clients. Click Here.
2) Get rapid advice - Clarity and Focus Sessions help you look at situations from different angles, probing so you get clarity and then conviction as to the best course of action. Click Here.
3) Professional Sales Mastery - Increase your sales effectiveness and efficiency so you close more profitable business in less time. Click Here.
Rashid Kotwal & Barbara Sauter Revealed Resources Building better businesses Mob: +61 414 913334