Windows of Opportunity

Throughout the buying/selling process we’re presented with many chances to gain a competitive advantage. These are “windows of opportunity” and when you recognize them and then have a strategy to seize them, your win rate will go up.

Here are some examples:

On a prospecting call, when the person you’re talking with mentions someone else you should talk to as well, there’s an opportunity to ask if they wouldn’t mind introducing you.

On a discovery call, when they talk about problems and consequences, it’s a perfect opportunity to ask them what other stakeholders are impacted by those same problems.

On that same discovery call, after they mention other stakeholders who are impacted, the timing is great to ask a coaching question. Try to learn about the preferences of those stakeholders so you can use that information for call prep.

To me, the very best windows are ones opened by the prospective client. Their words provide the queue for you and you want to take advantage of those gifts immediately.

Much like Lionel Messi, the world-renowned soccer player does when he sees an opening in the defense and accelerates into it you want to seize the opportunity before the window closes.

Here are a few more windows of opportunity:

During a presentation when you’re asked by an audience member to repeat something that you just covered, it’s not poor listening. An ally has just given you the opportunity to cement in the minds of everyone else in the audience an important strength of yours.

If a competitor bashes your offering, pointing out an unhappy client, for example, instead of getting defensive or bashing them back, you have the opportunity to turn it around on them. You can ask how the prospect feels about negative selling, how you could come up with negative stories on them as well and how you choose instead to focus on their needs and your solutions.

When told you’re one of the finalists, volunteering to present first. This gives you the opportunity to really shine, to set the bar high, and to position both you (and your competitor if you choose to).

There are many more. The key to seizing these opportunities is to first recognize them. So, if this is an area you want to improve, here’s what you can do:

(1.) Make a list of questions you’ve been asked and situations you’ve been in that present a window of opportunity.

(2.) List strategies and tactics that will allow you to take advantage of that opportunity.

(3.) Practice using them.

Until next time!

Bob

P.S. One of the advantages of selling, coaching and teaching for a long time, and being a bit of a pack rat, is that I’ve accumulated hundreds of strategies and counterstrategies for sales situations across the board. What to do, what to say and why. If this is something you’re interested in, let me know. [email protected]