Blocking vs Closing

 When is it time to close and when is it time to block?

 

 

At The Complex Sale, we give our clients a 360 degree view of if they are winning or losing. You are winning if you have preference with enough powerful people, competitive differentiation, and an understanding of how that differentiation will solve pains of the powerful people.  The best way I know how to understand the roles different people play in a sales process is to create a stakeholder analysis off of the buying process like the one below.

  •  Who sponsored the project?
  • Who will evaluate the solution?
  • Who will be the final decision makers?
  • Who will make the final approval?
  •  Who will be in charge of the implementation?
  • Who will gauge the overall success of the project?

 

If you do not know the answers to the above questions, then you do not know all of the decision-makers and potential influencers and it might be time to block. Blocking is the process of prolonging the sale until you can build a coalition of powerful people that can push YOUR solution through.  If you do know them and you still don’t have enough votes to win – then you need to block.  Ask your self, do I have any competitive advantages unique to me, which will impact what is important to the powerful people?  If you do not – then you need to block and reframe the value proposition around what is unique to you – but important to them.

 

Here is a blocking checklist:

1.        Do I know all of the powerful people? (Yes = move to the next question / No = block until you do)

2.        Do I have a complete understanding of my solution’s impact on those powerful people? (Yes = move to the next question / No = block until you do)

3.        Is my value proposition unique to my solution and the powerful people? (Yes = move to the next question / No = block until you do)

4.        Do I have preference with enough powerful people to win the business? (Yes = close / No = block until you do)

 

Check out my friend Marty’s blog to get his thoughts – http://www.martymercer.com/news/ 

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