This video explains how to use the LACPAAC® selling model when, despite your best efforts, the sale is stalled post proposal.
LACPAAC® is a consultative approach that gives you a real edge in the final stages of the sale.
LACPAAC® is a 7 stage structure for handling mismatch which still exists at the end of a sales process.
As training providers, we’ve had people leave our courses and return to customers who the previous week had said, ‘I want to think about it.’ They’ve visited them again, used LACPAAC® and won the business.
We’ve had major account salespeople telephone to tell us they’ve just tied up the biggest sale of their career, thanks to LACPAAC®. One account director at a well-known advertising agency told us how he’d used it to win a £1 million account that he’d been struggling with for months.
The model is one of the skills taught on The New Professional Selling Skills two day course. Available open and tailored.
Learn more about LDL sales programmes.
So you’ve had two great sales meetings with your prospect. You put a proposal in – you worked really hard on the proposal – you think it’s an excellent piece of work.
You then follow the prospect up and … nothing. You leave it a couple of weeks and you follow up again … nothing.
What do you do?
This is a perfect set of circumstances to use the LACPAAC® selling model. LACPAAC® is a seven-stage sequence for handling residual mismatch (or objections) which still exist at the end of a sales presentation.
Make a follow up telephone call and, if you don’t get anything positive, say to the prospect “I sense you have a number of concerns, may I suggest we get together to talk them through.”
Usually the prospect will say yes to that. So fix a meeting. Go along to the meeting and say, (once again), “Mr. Prospect, I sense you have a number of concerns about this. May I suggest we jot them down so that we can both see what it is we’re looking at.”
Then, go to phase 1 of LACPAAC® and make a list down the page – one, two, three, four. You can go one to four, one to five, one to six as you feel is appropriate.
Then go to phase 2, ask back and say “What points are you unsure of? Or “What concerns do you have with this proposal?” Whatever the prospect says, agree with each point and simply jot them down. Attempt to capture each in one word if you can.
For example – they may have some compatibility issues. Perhaps they’ve got some pricing issues. Perhaps they’ve got some quality issues. Whatever they are jot them down on the list.
Then go to phase 3, confirm. “Are those all the points you have?” If you get a “yes”, then draw a line across the page. If you get a “no” simply loop back and say “What other points are you unsure of”.
Continue until you have agreement that those are all the points and you have a line across the page.
Then go to Phase 4, the pre-close. Say to the prospect “If I’m able to deal with each of these points to your complete satisfaction, will you feel comfortable proceeding with this?
In most cases, a prospect will say “yes” to the pre-close question. You then go to phase 5 answer – take each concern in turn and deal with it. After you have dealt with it, cross it out.
If you are unable to deal with one of the concerns at that meeting, use the ‘and abandon’. Abandon the process for the time being at phase 5. Come back to it later when you can handle it.
Continue with phase 5 until all the points are crossed out. Then go to phase 6 and ask back again. This is a double check stage. “Are you happy that we covered each of these concerns?” When the prospect says “yes”, you then move on to phase 7 and say, “Good, then we’re in business.”
Then, tie it up in a normal way. That’s LACPAAC® used in a sales follow-up scenario.
LACPAAC® is a registered trade mark of Leadership Development Holdings Ltd, London, England.