126 - Getting Customers to Take Action - Steve Gielda

President and co-founder of Ignite Selling, Inc., a global sales training, simulation, and consulting organization dedicated to partnering with customers to implement highly customized performance change projects for building world-class sales teams.

 

He and his business partner Kevin Jones recently released his latest book, Ignite Your Sales Strategy: A Field Guide to Accelerating Your Pipeline. It aims to help sales teams be able to think and act strategically, construct a seamless sales pipeline process, understand their customers’ buying factors for each unique sale, proactively manage the key influencers, navigate the competitive landscape, and quantify the true value of their solution.

 

3 key takeaways:

1. Urgency is the secret ingredient: To successfully close deals, sales professionals need to create a sense of urgency. This means involving multiple decision-makers, expanding the problem's scope, and highlighting the implications of not resolving it.
2. Challenge your assumptions: Don't fall into the trap of assuming lost sales are solely due to price or budget constraints. Understand the decision criteria customers use to evaluate you against competitors. Look beyond pricing and consider factors like school districts, bedrooms, or acreage that can make a difference.
3. Validate and align business metrics: It's essential to ensure your solution aligns with a prospect's business metrics. If their metrics don't match what you can offer, they might not be a suitable fit. Don't force a suspect into the pipeline just to fill it; focus on prospects with aligned metrics.

You can connect with Steve through linkedin: linkedin.com/in/sgielda

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