Close Deals Faster – INSIDERS
This blog post, #3 of our 10 part series, on inside coaches is from my new book, Close Deals Faster: The 15 Shortcuts of the Asher Sales Method. We’ve already covered two chapters, on the topics of FOCUS and RESEARCH. Chapter Three is called “Use Insiders to Fully Understand Prospects and Their Requirements.”
An insider is someone connected to a prospective buyer, usually an employee or close business associate. They can make the difference between the fast track to a close or never even getting your foot in the door. As such, understanding this subject and how to leverage it is a must for all B2B salespeople who want to close deals faster.
Get an edge
B2B sales are relationship- based. When selling commoditized goods, relationships are more important than price. The “who you know” factor is not to be taken lightly. In fact, it could be the most important edge you have in your quest to close deals faster.
The best insiders, or “coaches” as I sometimes call them based on Miller and Heiman’s Strategic Selling book, have the following characteristics:
- They are someone inside the prospect’s organization (or very close to it)
- They are credible within the prospect’s organization
- They are knowledgeable of the organization’s requirements
- They are a person with whom you have credibility
- They want you to get the job
- Directive Driver
- Expressive Communicator
- Reflective Thinker
- Supportive Helper