Recently a sales rep posted this on LinkedIn –
What the sales rep doesn’t mention is that this sale was already done even before he went on the call.
The buyer these days are smart. They research before submitting their details for a demo. They research and check the reputation of the company before they even speak to someone.
The only reason why my friend was able to sell within 1.5hrs is the CEO wanted to buy it and was convinced.
The job of an enterprise sales rep is create new value for customers. The job of an enterprise sales rep is to help customers with their internal buying process.
This was already achieved in the said organization.
If the company the sales rep represents had an option of buying the enterprise software from the webpage, the prospect would still convert into a customer in less than 1.5hrs.
Sometimes it’s okay to get lucky. But that doesn’t mean you’ve done a great job as a sales rep. Of course you helped them with the buying process since your company hasn’t provided a transparent selling process to the CEO.