In On Target Selling a salesperson not only sells by hitting
bullseye most of the time and in the other quadrants (knowledge, skill,
relationships and process) when needed, but they can also hone in on their
target with sniper like accuracy and continually track it (the opportunity)
because they can also view it through their scope. One of these scopes has the
lens of a Project Manager.
Selling like a Project Manager has the sales person focused
on the keys to project management during the sales process. This can improve
the likelihood of a closing the deal and better yet a successful outcome. A
sales person who knows the project is bound by the “Iron Triangle” otherwise
known as the project constraints of time, scope and cost has the first major
component of selling like a project manager down. Knowing the concept of the
Iron Triangle is key not only to project management, but to consultative sales.
The Iron Triangle shows us that time, scope and cost are all so closely related
and that they impact each other greatly. The triangle shows us that if you
change any one side, the entire shape changes. As is with a project, if you
change one of these characteristics the others much change. Fr example, if you
change the scope, the project will either take longer or it will cost more
(because of added resources). Once the sales person knows this, they can help
to clearly define these early in the process and lock them in early. If that is
the case, they are acting in a role that better serves the customer.
Additionally, one of the first steps in Project Management
is to gather all the stakeholders. In the case of selling like a project
manager, the same holds true. A salesperson should include all of the needs of
all of the customers, including the typical users. As salespeople we sometimes
end up selling to the IT influencer and the people of power (C-Level check
writers). As long as they can develop a scope of work with us, we can deliver a
system, and everyone appears to be happy. Project Managers tend to spend a
little more time in the Initiating Phase, gathering ALL of the stakeholders and
getting the Voice of the Customer (VoC). When Selling Like a Project Manager
your focus should be getting all the stakeholders together including the
system’s typical users.
Lastly, an On Target Selling Expert will make sure they keep
Quality, Risk and Customer Satisfaction in their sector buy using all of their
available Resources. So there you have it, all 7 project management constraints
applied to selling: Time, Scope Cost as the Iron Triangle and within it are
Quality, Resources, Risk and Customer Satisfaction. Using the Project Manager’s
lens in your sniper scope will help you sell better and allow you to focus on
the best targets with the keen accuracy and incredible sales efficiency.