Given that we are right in the middle of summer, and that today is a holiday long weekend here in Toronto, my mind naturally drifted to a summer theme, no doubt helped by things I’ve consumed by poolside. Looking around the water’s edge, you begin to see things here that remind one of sales. I was going to start with bikinis, but I got tagged by the Politically Correctness Police (PCP) last week, so we’ll save that for below.
There is no denying that vacations and other factors lead to summer slowdowns, but that may be just what you need on deals that may have stalled in Q1 or Q2. It’s important to remember that this has internal implications for your prospects as well that you may be able to leverage to restart discussions and the stalled deal. First thing to understand is why is it stalled, at a high level what changed if anything. If their objectives have changed, then any decisions related to that objective will be put on hold. The good news is that many long term objectives do not change as often as some tactical plans. The stall is usually in the how “we get there”, not “where we’re going and why”.
It is entirely possible for objectives to remain steady while tactical plans change. At times the initial path considered may not prove to be optimal, and while they review or adjust, everything gets put on hold, but not everything gets changed or replaced. In fact, it is during these “stalls” that you can step into the void and take on the role of a Subject Matter Expert. When you do, you can circle back with more than “I’m just following up”.
Instead of looking for the deal to be back on, you need to first help them recommit to their objectives. This allows you to be a resource to help them get “unstalled”. In my own practice I had a client that acknowledged they wanted to use my services, but had a number of obstacles that had to be dealt with, and it was clear that they weren’t going to do it on their own, given the number of people and strong opinions. Changing gears, I worked with their VP of Strategy to set up a meeting at a hotel around the block, the meeting was advertised as an objective review session, seemed like the right time of year for an “off-site”.
It was clear that not only had their objectives did not change, they were all still committed to them. But there were some lesser “departmental things that loomed large when they each sat in their office, but paled when on the whiteboard with the bigger more important objectives. This made it easy to not worry about the lesser things and refocus on the bigger objective. Without this I would still be working the deal.
Once you confirm that the objective(s) has remained in place, you can pivot to helping them unclutter things, refocus them on the impacts on their business they set out to achieve, and how that is only a gateway to further success. This approach is often more likely to be considered during the summer lull rather than when the pace is hectic. What else you gotta do?