The Customer Lies

Just the Facts

In the real estate industry, the saying "buyers are liars" is often heard. These "lies" aren't typically malicious or even intentional; sometimes, they are simply omissions. Nevertheless, it's crucial to recognize that we can't always take a prospective customer's words as the unvarnished truth.   

How Long Are We Going to Let this Go On?

Prospects might not be fully forthcoming for various reasons—perhaps they don't know the correct answer, or maybe their loyalties lie with another vendor.  Sales people many times don't care to pierce this veil and, as result, a dating relationship persists well beyond any burgeoning possibility of matrimony.  Everyone was just afraid to move on with their lives.  Ultimately, it's our responsibility to discern the truth. 

Significance in Software Sales

It's commonly thought that successful enterprise software sales hinge on a persuasive personality, bolstered by subject matter expertise. While expertise is essential, persuasion alone isn't a dependable strategy for closing deals. The most effective salespeople are those who can quickly identify prospects who already hold the necessary beliefs to consider a change. The optimal sales process rigorously seeks OBJECTIVE evidence of this conviction at each available step; moreover, incorporating a high level of granularity into your process (i.e., adding more 'steps') allows for multiple tests of conviction, which, although seemingly counterintuitive to scaling, actually enhances it.  This thorough approach strategically uses the lack of such evidence as a policy reason to disqualify a deal from the active sales pipeline.  This reduces sales drag.  Reduced sales drag means fewer resource requirements.

If your sales team struggles to extract the complete truth from your customers, consider getting help from Virtual Dave or contact us via email at dave@moicpartners.com.