PEO Insider: Business Advisor Shares Tips for Prioritizing Potential Deals

G&A Partners’ Senior Business Advisor Haden Roberts discusses three key factors that can help sales professionals prioritize prospective clients that are more likely to sign a deal in PEO Insider’s latest issue.

A career-changing conversation with a senior colleague led Roberts to reevaluate how he was determining which leads to pursue, writes Roberts in his article, “Sharpen Your Focus: Tips for Identifying Deals That Will Close.”

“Here is the valuable lesson he taught me,” writes Roberts. “Only spend time on deals that have a high likelihood of closing and become elite at determining what deals those are.”

One of the three factors is identifying prospects that clearly have a pain point you can solve. Roberts notes that sales professionals can’t “uncover pain that doesn’t exist.”

“When real pain does exist though, we can help a prospective buyer quantify and identify underlying pain, and position that pain against the backdrop of the PEO value proposition,” writes Roberts.

It’s also key to sell directly to the decision maker, rather than to a person within the company who lacks authority to make the final decision.

“Deals that close almost always end with us talking directly to the people who ultimately have authority to purchase,” writes Roberts.

Read the full article here.