Frequent Readers of this Blog will remember this Phrase:
“Stay on the Radar”
This time of year, I hear much about the nature of Vacations and their impact on Deals. While this is true to a degree, Great Sellers Plan for it and make sure that they are planning for it as part of their on-going efforts.
Focus on the End Game for each situation. Is the End Game the opportunity close? Perhaps. But for Great Sellers, they are playing shots and shots ahead. As such, the make sure that they do not play their hand in such a manner as to give Buyers a reason to slow down.
One Technique I encourage is the Time Line To Go Live. This strategy puts the onus Equally on the Seller as well as the Buyer to keep Momentum moving. If you don’t, you will run the risk of both sides not getting what they want. Think about it:
Seller: Wants to close this opportunity, and perhaps get set up for the next one.
Buyers: Wishes to get Value from what they are going to be paying for.
Lay out the Steps in an integrated timeline side by side. It will help you both Keep focused on how you are going to get to the end of the Process.
By Integrating the Steps in the process, it helps both sides remember why that were engaged in the first place. Without this, you run the risk of losing track of the End Game from both sides. The Seller and Buyer can be equally motivated to make things happen.
Vacation time should be built in to this process as well. Plan for it and Plan around it. Don’t Ignore it or Forget about it. And DON’T lose Momentum by acting like it is a Surprise.