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Belal Batrawy commented on

Don't be taken for granted!

You ever take something for granted, just to realize later how much value you were belittling?


Happens all the time in #sales, especially newer reps. They treat the prospect like a customer, which is nice in theory but not correct. You'll see inexperienced reps over-committing by:


1) Doing extraneous support work

2) Discounting and bundling too heavily

3) Being overly available and not respecting their time


And so on. We call this giving the steak without the sizzle. There's this point, and it's not always very clear, where you give too much without enough reciprocity (#psychology), and that overvalue becomes the norm. Once the standard is set of taking without giving, the expectation doesn't go away.


It's rather dangerous and derails deals. The prospect will focus on what they don't have instead of what they do have and the seller can't bring them back.


Your prospect is not your customer. They only become a customer once they buy. I'm not saying to treat your prospect with disrespect, you have to be a professional seller. What I am saying is you need to draw a line.


Want a crazy PoC? I need commitments in writing that the budget is approved first.


Want a discount? I need referrals and logo rights.


Need technical support? I need to talk with the DM who will sign off.

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KT
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Belal! Thanks for inviting me here -- I love your LinkedIn content. Always great reminders and insights. Cheers!
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Just joined the group, after running a 4 hour technical call that was preceded by another 2 hour POC scoping call. Totally get what you mean by steak without the sizzle right now. 
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I had a prospect beg me for a POC and no-showed on 2 of the meetings. You're dead to me now. And your price went up. 
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Belal! Thanks for having me here, it's been a pleasure following you and your content. Look forward to meeting some like minded folks out here. Cheers!
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I fully agree with this post. In our company, we typically would say: "Get to give". If your prospect wants something, then ask something in return. 

Allthough, how hard this may seem from a business development perspective, don't forget that most C-suite people, VP, Directors or whomever are probably well skilled in some topics, but probably not as...
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I am definitely guilty of doing too much work for my clients!! I do things that really should be on the customer in order to try to speed up the sale, but I see that if I am doing everything for them then when it comes to the customer actually having to lift a finger and get a contract signed, it may suddenly seem like a huge leap in expectation on... See more
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Debbie Barnes you are speaking my language. I literally used to list out all the things I did for a prospect during the buying cycle to make them realize their little ask at the end wasn't really that little since I did 15 things already, and now it's their turn to produce. I'd bullet point what you did and how long it took as a way to document the... See more
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Hi Everyone! I got the great opportunity to meet Belal in person and I'm ready to share my little experience and learn from the pros. There is so much to learn yet. Business developing is a science and I have so much respect for the profession. 
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Belal Batrawy such a great point.

How much we do can vary in enterprise sales.

Speaking with global business head who has 15k people in her division, isn't technical, and I know she can authorize the spend (from speaking with partners, my own history with her, trusted people who have history with her, etc.) and is about to fly to London tomorrow afte...
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