Last week’s post is focused on how sales leaders can create an optimal deal review process for their team. This post focuses on how individual sellers can maximise the value they receive from taking their own deals through the review process.
5 Top Tips for Sellers
- Green is not good. Don’t show up to review with your deal approaching a perfect 10. This does not signal competence but screams over-confidence. The primary purpose of review is to identify weaknesses, gaps and risks and agree a plan to mitigate them. Showing up with “perfect” simply implies you have no idea from which direction you might be blindsided. I’ve said more than once to sales people, “If you bring me a deal that’s ‘all green’, make sure you bring the signed contract with it!”
- Use the structure. Your company’s sales methodology is an asset to be leveraged. Use it as a framework for preparing and explaining your deal. Use the structured review agenda to focus on the deal’s most important elements. As tempting as it can be, avoid descending into storytelling and instead use the methodology to keep you focused and objective.
- Pre-review review. Review your deal with your core team prior to the scheduled session. Use the same structure and approach. Turn your insights into actions and tactics to present to your reviewers. Nothing builds confidence in leadership like sellers who have already anticipated gaps, challenges and recommendations.
- Embrace constructive feedback. Be prepared for feedback and treat it as a gift. A defensive posture will not serve you well, so instead welcome the input. Feedback will range in relevance so listen to everything and pick out the gems that will best enhance your chances of success.
- Make it a team sport. A complex sale is always a team sport, so intentionally draw in other members of your account team in the review. This demonstrates your leadership and collaboration skills. Hearing from multiple voices also builds confidence in the information being shared.
