Jill Konrath

How Are You Minimizing Risk?

Posted by Jill Konrath on September 13, 2010
comments 1 comments  |  1042 reads

In a recent newsletter, I wrote an article called "Risky Business: Avoiding Last Minute Sales Losses" in which I shared how a Mack truck cost me a huge contract. 

My prospect perceived me as just too small to handle their long-term training needs and chose to work with a less qualified, safer alternative. 
 

But the truth is, we're all risky business today. None of our prospects wants to make a bad decision. After all, it could cost them their job. 

Since this is such a BIG DEAL, I thought it would be a great idea to get input from YOU on this topic.

What are you doing to reduce your prospect's perceived risk in working with your company?


Republished with author's permission from original post by Jill Konrath.

Jill Konrath

Jill Konrath is the best-selling author of SNAP Selling and Selling to Big Companies. She helps sellers crack into new accounts and win business with crazy-busy prospects. She's a popular speaker at annual sales meetings and professional conferences.
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1 comments »

Andrew Rudin

Andrew Rudin

September 14, 2010

One Idea is to be forthcoming about risks

Jill: glad you brought this up. I think the question is less about minimizing risk than about knowing how to face it. Prospects appreciate something that approximates full disclosure, rather than having to guess the [i]gotchas[/i]. Unfortunately, most salespeople, including me, were infused with the idea that effective selling includes "overcoming objections." Today, I don't think that works so well.

Ken Smith, who just posted a comment on my blog states it more eloquently than I can: " I have had very few sales professionals help me understand that my own organization is the critical piece of the (risk) puzzle. Too many want to peddle new code. If they would realign their values away from quota and towards helping, then I think the quota takes care of itself."

Click here to read the blog.

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