Strategies for Challenging Sales Reps on Deal Risks

FOUR ACTIONABLE TAKEAWAYS

• Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
• When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.
• Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.
• Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.

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