5 Keys for Get Deals Signed w/o Rushing Your Customers
At a recent CxO Sales Roundtable in Singapore, a sales executive pose a thought-provoking question that silenced the room:
"In our rush to close deals faster, are we sacrificing the customer's trust?"
It sums up a dilemma we face in high-pressure sales organisations, where the demand to “sell more” is exploding.
The mantra is "close, close, close".
While you can't control these rising expectations, you can control how you approach and prioritise them.?
The perspective shift here is what I call your - Circle of Control.
Here are its 5 keys.?
1. Work Smarter, not Harder
This phrase reminds me of a powerful concept from the book, Who Not How.
If you have to operate at speed and scale, see who are all the other people in your team who can collaborate with you.
2. Qualify Better to Sell Faster
I always say:
“A person who defends everything, defends nothing.”
If you have to sell faster and be more successful, you have to qualify better and focus on the right deals.
Prioritise transformational multi-year engagements over small transactions.
领英推荐
3. Leverage AI
AI is upon us and It's going to transform the speed at which we can execute.
On a daily basis, how much of AI can you leverage in your customer engagements? If done right - this is a game changer.
Start thinking:
4. Prioritising Value to Gain Speed
Delivering substantial value to your customers is the most dependable lever to accelerate pipeline into deals.
Creating high value includes:
These are the underlying elements that all come together and encourage customers to take a swift decision of working with you.
5. Closing Larger Deals
Activity is not a proxy for progress.
Just because you're busy with smaller deals doesn't mean you're making meaningful progress.
Start thinking about how to create larger deals.
To conclude, these 5 levers can be used to build speed and scale in your customer engagements without sacrificing trust.
Let's close out the year on a high note.
Driving Innovation | Reimagining Business Processes with Technology
1 个月Doing right has always come at a cost, whether in history or today’s corporate world. Take Gandhi’s nonviolent struggle or Martin Luther King Jr.’s fight for civil rights—both faced immense pushback, but their principles ultimately shaped history. In business, the stakes may be different, but the challenge is the same: balancing integrity with results. Corporate missteps like the Wells Fargo sales scandal, where the drive for quick wins led to unethical practices and loss of trust, remind us that focusing solely on sales can bring down even the largest companies. The key lies in finding a smarter approach, as you’ve well articulated, leveraging AI and prioritizing value to build trust and close bigger, more meaningful deals. Striking this balance isn’t just about surviving, it’s about thriving—qualifying better, closing faster, and always keeping the customer’s trust at the core. That’s the true circle of control. Look forward meeting you on Monday and Tuesday again! :)