Disengage Strategy by Dan Adams

Thank you for entertaining the last few newsletters highlighting major account sales strategies. Since selecting strategies is one of my favorite thing about sales, I appreciate that you have indulged me as we have explored my topic of choice. I wonder if you agree that selecting the right strategy under the circumstances is very challenging and rewarding at the same time. It requires to you think, analyze, plan, and go forward with a purpose!



In previous newsletters we have studied the eleven strategies below. Now it is time for the final strategy--Disengage.

1. Frontal Attack


2. Sole Source


3. Change the Game - Expand The Pie


4. Change the Game - Reduce The Pie (Fractionalize)


5. Change The Game - New Game - New Process


6. Change The Game - New Game - Re-Prioritize Criteria


7. Change The Game - New Game - New Criteria


8. Change The Game - New Game - Redefine Criterion


9. Change The Game - New Game - New Players


10. Accelerate


11. Delay


12. Disengage

Of all the strategies, "Disengage" is a very risky strategy to deploy. Deployed incorrectly and without senior executive involvement it can have far reaching and major long term implications for your business with the account. Because of this, in my workshop I always emphasize that You Must Have Management Approval Prior To Deploying This Strategy!

What is the Disengage Strategy?

Removing your company and solution from consideration.

WHY/WHEN TO DEPLOY:

1. When the client commits an "Integrity Violation" (requests kickback or other illegal violation).


2. When you believe that your cost of sale outweighs the benefits of a potential win.


3. After repeated attempts, the client will not permit you to properly qualify the opportunity and uncover her current and future needs (BMPCC of Trust Triangle Selling). You run the HUGE risk that you may potentially be offering an incorrect solution that over the long term will cause great pain for them.

HOW TO DEPLOY/EXAMPLES:

Disengage - Public: The client is informed of your disengage strategy. Phone your client first to inform them that they will be receiving a note which will indicate that out of respect for their time and long term satisfaction, you are withdrawing from consideration. Then send a "Disengage Letter". This is used to solicit one last attempt to improve communication and properly qualify the opportunity.  If used properly it will help you to gain credibility and may result in an invitation for you to re-engage (under your terms).

Disengage - Private: The client is not informed of your disengage strategy. Use this strategy when you hope to win the deal by loosely staying in the game. Call the client once per month to check in with him.  Note: This Disengage - Private Strategy is not usually recommended.  If you decide to disengage, a Public Disengage Strategy is usually best.



Good Luck, and Close 'Em!

About
the Author:

Daniel Adams, author of Building Trust, Growing Sales,
and creator of Trust Triangle Selling™ helps corporations
improve their profits by optimizing the performance of their sales
teams. He is a frequent and popular speaker at national sales
meetings, workshops and association events. You can visit his
web site and read his other articles at www.trusttriangleselling.com.