DISENGAGE STRATEGY
Thank you for entertaining the last few newsletters highlighting major account sales strategies. Since selecting strategies is one of my favorite thing about sales, I appreciate that you have indulged me as we have explored my topic of choice. I wonder if you agree that selecting the right strategy under the circumstances is very challenging and rewarding at the same time. It requires to you think, analyze, plan, and go forward with a purpose!
In previous newsletters we have studied the eleven strategies below. Now it is time for the final strategy--Disengage. Frontal
Attack Sole Source Change the Game - Expand
The Pie Change the Game - Reduce The Pie
(Fractionalize) Change The Game - New Game - New Process Change
The Game - New Game - Re-Prioritize Criteria Change The
Game - New Game - New Criteria Change The Game - New Game -
Redefine Criterion Change The Game - New Game - New Players Accelerate Delay Disengage
Of all the strategies, "Disengage" is a very risky strategy to deploy. Deployed incorrectly and without senior executive involvement it can have far reaching and major long term implications for your business with the account. Because of this, in my workshop I always emphasize that You Must Have Management Approval Prior To Deploying This Strategy!
What is the Disengage Strategy?
Removing your company and solution from consideration.
WHY/WHEN TO DEPLOY: - When the client commits an "Integrity Violation" (requests kickback or other illegal violation).
- When you believe that your cost of sale outweighs the benefits of a potential win.
- After repeated attempts, the client will not permit you to properly qualify the opportunity and uncover her current and future needs (BMPCC of Trust Triangle Selling). You run the HUGE risk that you may potentially be offering an incorrect solution that over the long term will cause great pain for them.
HOW TO DEPLOY/EXAMPLES:
Disengage - Public: The client is informed of your disengage strategy. Phone your client first to inform them that they will be receiving a note which will indicate that out of respect for their time and long term satisfaction, you are withdrawing from consideration. Then send a "Disengage Letter". This is used to solicit one last attempt to improve communication and properly qualify the opportunity. If used properly it will help you to gain credibility and may result in an invitation for you to re-engage (under your terms). Disengage - Private: The client is not informed of your disengage strategy. Use this strategy when you hope to win the deal by loosely staying in the game. Call the client once per month to check in with him. Note: This Disengage - Private Strategy is not usually recommended. If you decide to disengage, a Public Disengage Strategy is usually best.
Good Luck, and Close 'Em!
p.s. For a preview of the other strategies, be sure to visit www.salesstrategizer.com for the new Selling Power Sales Strategizer iPhone app. The Sales
Strategizer "Pro":
Analyzes data input to provide intelligence in the form of
recommendations for the proper major account sales strategy (strategies)
to employ. Consolidates user inputs to illustrate the chances of winning with
an indicator gauge and digital readout. Submits "red flag" coaching feedback with action items to improve
chances of winning. Coaches and explains why inputs are critical by providing
hyperlinks in each question Presents a simple and concise summary report to facilitate coaching
& major account review. Provides summary report e-mail capability for sharing and printing.
Creates a database to store account Strategizer results for
subsequent updates and modifications.
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