Sales Optimisation: Focus on the Willing, Not the Able

Imagine a corridor. You enter at one end with your prospect. The goal is to exit through the other end, thereby signing your contract. Along the corridor there are doors you must pass, each representing an opportunity for your prospect to leave the corridor. If they leave, a contract cannot be signed. On one side of the sales corridor the doors represent the four sales you must make, on the other side are the four qualification dimensions you must satisfy. The only guaranteed way of signing a deal is to lock each of the doors as you pass them.

Traditional sales training often focuses on how to effectively qualify prospects so that salespeople can spend more time with those that are able to buy. However, unless we give the prospect adequate opportunity to qualify us, we run the risk of spending time with prospects who may be able to buy but are simply not willing to. Such an approach often results in a pipeline full of qualified prospects that the salesperson struggles to get over the line, i.e. the prospect has left the sales corridor through an open door.

Attendees will leave this session presented by Richard Richie, Founder and Managing Partner of Alcon Maddox, with practical guidance on how to scrutinise their current sales pipeline, be it their own or their team's, and how to create a more realistic sales and revenue forecast.