TSSL #05: Two Simple Forecasting Questions You Should Ask About Every Deal
Read Time: 1 1/2 Minutes
Are you a Sales Leader frustrated by last-minute forecast surprises because the Big Deals you were counting on didn’t close when expected?
Here are two simple questions you should be asking!
But first, have your reps take their happy ears off.
Now let’s remember customers buy for their own reasons, not yours.
They don’t buy because you have a special, limited-time pricing offer in front of them for a month, quarter or year-end.
They’re too smart for that these days.
Time-limited pricing quotations for quarter or year ends are rarely compelling events for your customer.
For you and your boss, yes. Your customers, not so much.
Sorry, that’s just how it is.
The same goes for maintenance and leasing renewals.
The incumbent vendor can play all sorts of games with renewal dates, so counting on maintenance or leasing agreements expiring to drive your new deal rarely works.
Sorry again.
Here are the two questions you should be asking, often and early, to improve your forecast.
First, ask.
- What’s the compelling event that will ensure this deal closes when forecasted?
Remember, compelling from the customer’s perspective, not yours.
You’ll get all sorts of creative answers, so listen carefully and don’t stop there.
Drill down further and ask this 2nd question.
- What happens TO THE CUSTOMER if they miss the compelling event?
If the answer is not much, then it wasn’t a compelling event in the first place.
Not Every Deal Has a Compelling Event
Most deals don’t have any adverse consequences for the customer if they miss your order date.
That’s ok
Just be aware of that when you forecast the deal and recognize the risks.
Sales forecasts are a combination of Art, Science and Fiction.
Asking these two questions should help reduce the friction in your forecast and help improve its accuracy!
- See you next week, when I’ll ask: What do you know about the Business Outcomes the customer is expecting from your solution?
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.
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TSSL #05: Two Simple Forecasting Questions You Should Ask About Every Deal
Read Time: 1 1/2 Minutes
Are you a Sales Leader frustrated by last-minute forecast surprises because the Big Deals you were counting on didn’t close when expected?
Here are two simple questions you should be asking!
But first, have your reps take their happy ears off.
Now let’s remember customers buy for their own reasons, not yours.
They don’t buy because you have a special, limited-time pricing offer in front of them for a month, quarter or year-end.
They’re too smart for that these days.
Time-limited pricing quotations for quarter or year ends are rarely compelling events for your customer.
For you and your boss, yes. Your customers, not so much.
Sorry, that’s just how it is.
The same goes for maintenance and leasing renewals.
The incumbent vendor can play all sorts of games with renewal dates, so counting on maintenance or leasing agreements expiring to drive your new deal rarely works.
Sorry again.
Here are the two questions you should be asking, often and early, to improve your forecast.
First, ask.
- What’s the compelling event that will ensure this deal closes when forecasted?
Remember, compelling from the customer’s perspective, not yours.
You’ll get all sorts of creative answers, so listen carefully and don’t stop there.
Drill down further and ask this 2nd question.
- What happens TO THE CUSTOMER if they miss the compelling event?
If the answer is not much, then it wasn’t a compelling event in the first place.
Not Every Deal Has a Compelling Event
Most deals don’t have any adverse consequences for the customer if they miss your order date.
That’s ok
Just be aware of that when you forecast the deal and recognize the risks.
Sales forecasts are a combination of Art, Science and Fiction.
Asking these two questions should help reduce the friction in your forecast and help improve its accuracy!
- See you next week, when I’ll ask: What do you know about the Business Outcomes the customer is expecting from your solution?
See you next Saturday.
Great Selling – Jeff@SalesLeadersOnly.com
Whenever you’re ready, there are 3 ways I can help you:
1. If you’re looking to improve the way you coach your team’s complex sales campaigns:
→ Watch this short video
2. If you’re looking for a simple guide to WIN More Big Deals With my Proven 3-Step System:
→ Read my Book – Winning the Six-Figure Sale
3. If you want help implementing a structured Big Deal review process in your sales organization:
→ Book a free discovery call in my calendar
Lead, Grow and Over-Achieve your Sales Targets.
Join 1200+ Subscribers who get 1 actionable sales leadership tip every Saturday morning.