The Rule of Noise

Sometimes a really good idea, like your latest sales proposal, gets derailed by the client for what seems to be no good reason. You may hear that the proposal was shelved because of timing, lack of resources, or budget constraints.

But it may actually be that the rule of loud noise was the reason for the loss. In most sales situations, you will find someone who doesn’t want what you’re selling no matter how much value you’ve promised. And those who don’t want something are often much louder in their opposition than the proponents.

In the face of strong opposition, some clients will give in to the pressure and stick with the status quo instead of getting into a drawn out political battle. Or they may find a different way to accomplish the same objective. No matter what they choose to do, it often leaves the seller empty-handed.

Part of the services sales process is to form, in collaboration with your client, a network of essential supporters. It is rarely enough to sell complex services to a single buyer. You’ll need broad support across the organization so that you can effectively head off the naysayers.

Do you know who’s making the loudest noises?