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How to be more controlling and assertive during the sales cycle?

Ive recently gone into an AE role and my biggest challenge so far is not controlling the cycle. I tend to just listen to customers request and follow their process. Any tips on how to be more assertive in the cycle?

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
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4
ARRisLife
Politicker
+3
Account Executive
Give/Get

I think you need to sit down and sketch out your sales process... all the steps you take to get them from disco to contract. Highlight the milestones and build process around that.

Hey they want a demo, great... Happy to do that but I need to have a conversation and understand what you're looking for, what's important to you- otherwise I'm just clicking on shiny buttons and we're wasting eachothers time.

Once you get your requirements in place for what you need to 'advance' to the next step you can start conditioning your prospect and owning more of the process.


picklerick
Opinionated
+3
Account Executive
Thanks!
GrindingSales
Opinionated
+5
Account Executive
I would just say, think of how many times you might change your mind about something over the course of a cycle.ย  I personally cut the customer request time in half and reach out and "check in".ย  Sometimes they might be ready to move.
SaaSguy
Politicker
+5
Account Executive
Don't be overly outcome dependent. If you feel like your walking on thin ice the entire process so you don't lose the prospect your never going to take control of the cycle. Try and go for the "no" early in the process so you don't waste a bunch of your time down the line on lukewarm prospects.ย 
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Following their process is fine, but you will need to have your agenda set and hit as well. When working with an account have a sales plan/map agreed on by both parties with dates, milestones, etc and hold them to it
MMMGood
Celebrated Contributor
+10
Senior Account Executive
Always establish mutually agreed upon next steps. Maintains control and keeps accountability.ย 
goose
Politicker
+10
Sales Executive
The easiest way to navigate a buying cycle is the learn to qualify. ย Donโ€™t waste time on trying to move non-buyers to buy something. ย 


When you buy something do you like assertive sales people?
saaskicker
Big Shot
+8
AE
Coach them through the sales process. I always end the call with "Typically what happens next in the process is X"ย  -- X can be a demo, can be a pricing review call, can be a contract signed and onboarding schedueld. -- give them an out to uncover objections, but also keep them engaged by coaching them through it.ย 
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