Walking away is the No. 1 sales skill

Have you ever worked for a business that celebrates too soon? Where gaining the attention of prospects wins pats on backs before pipelines melt away? 

I’ve worked for many organisations and often witnessed the biggest failure in sales: getting carried away before the beans roll in. It’s understandable. Everyone wants to be part of an energised team. We like to believe that good times are coming. 

I’ve sat in sales meetings where unrealistic pipelines have passed muster despite contributing sales team members knowing full well that the ’90 percenter’ is really a ’10 percenter’. The consequences? Efforts wasted chasing bids that never convert…and a sad pot for the Christmas party!

Part of the problem is that sales teams are incentivised to avoid the truth. Over egging the pudding creates air cover when things are bad. It’s a way to win time while attempting to find better prospects. But the real culprit is always the same. An unwillingness to ruthlessly qualify prospects and direct efforts to only valid leads. 

Many seem uncomfortable about asking basic questions at early-stage meetings. They fear causing offence and damaging relationships:

• Have they got budget? 

• Have they the authority to spend (and if not, who is)? 

• Have they clear need of the product(s)/service(s) on offer? 

• Is there a set (and shortish) timeline to achieve the outcome(s) needed? 

Let’s flip the coin. 

I can list on the fingers of one hand ‘prospects’ I avoid as known timewasters. The majority of us genuinely appreciate being asked straight questions that help us to see a match. 

Removing uncertainly in this way makes deals move faster. And all evidence points to faster deals being more likely to close…because everyone knows they will win.

So be challenging. If sales can’t prove they have properly qualified a lead then don’t give them access to resources. And if they can? Back them to the hilt. Celebrate when beans come in.