I've reviewed over $4B worth of deals, and there's one truth that consistently emerges: The most successful sales teams don't run from risk - they run towards it. Here's why this matters... In today's dynamic business landscape, your customer's risk is your chance to differentiate. When it comes to considering risk mitigation, it is important to take a holistic approach and view customer risks through multiple lenses, including their strategic risk, innovation risk, ecosystem risk, financial risk, and operational risks. Let me share an example. According to research, 80% of such M&As fail to meet their objectives, making it a significant concern for many organizations. To turn this challenge into an opportunity, lean into it with three critical questions: - What is the probability of this risk materializing? - What is the potential cost of this risk? - How would your leaders prioritize this risk? - And most importantly, how can this risk be translated into a project that your customer is committed to pursuing? Remember: In sales, the systematic elimination of risk is your pathway to trust. Your customers don't just buy your solutions - they invest in their peace of mind. *** I’m Venkat and it is my privilege to share daily insights for sales excellence. Want to get them delivered to your email every week? Check the comments below for the link.
