How can I sell more projects when I’m not sure my team can deliver well on the orders we have?

A few weeks ago we polled you with a single question:

As a non-salesperson, you still have to sell your services. What, if anything, makes you anxious about selling?”

If you haven’t answered the poll, you can do it now by using the pop-up appearing below. We’ll be providing our take on how non-salespeople can address some of these common anxieties about selling so you can start moving down the path towards becoming what we call a “sales hero” – this is a non-salesperson who has the knowledge, confidence and skills they need to get the sales job done well.

[polldaddy survey=”D762262D499860B0″ type=”slider” title=”Take Our 1 Question Survey!” body=”Please tell us what concerns you most about selling here…” button=”Get Started »”]

Today’s sales anxiety is here:

(I) Love selling. Nothing makes me more pissed off than an unclear framework and support strategy for the work I put in. So if I am going to sell for me, I want to know I am ready with the back up structure. If I am going to sell for others, I want to know they are ready. If not, I would rather not open my mouth

Here’s how we approach this common sales anxiety

You’re not alone. This is something I’ve heard from both salespeople and non-salespeople alike for years. Often, you are hired, given a little product knowledge, asked to ride along with someone more experienced, and soon turned loose on the world. Your enthusiasm gets you some early wins, but when it’s time to have those wins delivered, the people tasked with delivering start scrambling.

This is very discouraging and robs you of confidence. If you can’t rely on the delivery side of your pitch, then I can understand why you’d be reticent to even begin the engagement.

The problem isn’t only that you as the front person gets the immediate, short-term flack from the customer; worse, your long-term reputation takes a hit, because you are now associated with empty promises, or under delivering. You might be paying that price for years… and sales is tough enough to begin with without adding poor delivery to the expectation mix.

So how can you keep the faith?

I suggest you test your delivery team with scenarios. And not just the team leader; get the delivery people around a table and look at their faces when you ask them these questions:

Start with “I want to set my goals at the right level…”

Let’s say we got X orders tomorrow, what will you do first? What will we do with the existing work we have? Do we have enough people to deliver on our current work load in addition to this new work? Do we have the capacity now, and if not can we get it quickly? Do we have the supplies? If not on hand, can we get them quickly? Where from? Have we tried and tested them? What will we do if our primary supplier of an essential service or product is unavailable? What’s the back up plan? Have you ever delivered on anything like this before?

Your job in sales is to ask your prospect’s questions, so use that same skill and probe your delivery team. If you get blank stares, superficial answers, or if you’re not convinced, tell them so. These people want to do the work, but they might not be ready for what you’re thinking. A big part of what gets you going is the confidence you have in your delivery plan, so sell them that if you can have confidence in their ability to deliver, you’ll do your job and get the orders.

Sometimes, you won’t get iron-clad answers to your questions. It’s up to you how much faith you’ll have in what they promise you. At a certain point, you’ll need to go on faith. If it’s shaky, start your sights on smaller wins – test your delivery team with those and see how they do. Their response to the small will give you valuable information to predict how they’ll respond to the big.

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

GET YOUR SCORE

Find articles on:

What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

Dr Anton Van Heerden, MBChB; FRANZCO, Ophthalmologist

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Get your score

Related Posts

Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded eye surgeons double their practice revenue

Rod Solar

Founder & Fractional CMO

Rod Solar co-founded LiveseySolar and acts as a Fractional CMO for our clients. He’s on a mission to double the size of 150 cataract and refractive surgery practices. He figures the best way to achieve that is by applying proven frameworks to discover & leverage the hidden growth opportunities in the very best practices. Rod is passionate about digital marketing.

Read more

LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

Read more

Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK