picklerick

Account Executive

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?

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10 comments

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ARRisLife

Politicker

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

Executive

Account Executive

Thanks!

GrindingSales

Politicker

Account Executive

I would just say, think of how many times you might change your mind about something over the course of a cycle. I personally cut the customer request time in half and reach out and "check in". Sometimes they might be ready to move.

SaaSguy

Tycoon

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.

Coffeesforclosers

Notable Contributor

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

Senior Account Executive

Always establish mutually agreed upon next steps. Maintains control and keeps accountability.

goose

Politicker

Sales Executive

The easiest way to navigate a buying cycle is the learn to qualify. Don’t waste time on trying to move non-buyers to buy something.

When you buy something do you like assertive sales people?

saaskicker

Celebrated Contributor

Enterprise AE

Coach them through the sales process. I always end the call with "Typically what happens next in the process is X" -- 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.

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

You don't need to be controlling, you need to be facilitating. What value are you providing to their evaluation process outside of the product you are selling? Here are a few that you can use.

1) The first thing you need to do is a discovery call.

Mr. Jones, I would love to help you, but I really don't know anything about you yet, or how our company can help.
or
There are many different options, and I am not sure which is right for you. I may propose something that doesn't make sense.

2) After discovery and that you have leaked that may be able to help, ask them if they were to move forward, what steps would need to be taken to purchase? Who would need to be involved?

3) Ask them when they see themselves first using the product. Then use the steps that they said they need to take as milestone to reach that first use date. You can add any implementation that you have as well to help identify a need to sign by date.

4) As long as you are sincere, hold them accountable to the dates and steps that they gave you. If they said 4 steps need to be taken and they want to use it by x date, then they will need to complete step 3 by x date, or they won't make it on time.

It's all about them and what they need. You will never be able to control their timeline, if they aren't bough into it. It doesn't work that way.

Would you be ready to buy a house, if you hadn't secured your mortgage yet, or looked at the house, or checked out the schools. It's the same for them. You just need to know what it is, so that you can remind them that they need to check out the schools by x date, or they won't get into a house by x date.

CuriousFox

WR Officer

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picklerick

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

10 comments

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