Categories: Sales Conversation
Customer testimonials are an asset to any sales conversation. Providing tangible points on how your solution provides the results you promise strengthens your message. Making the connection between third-party evidence and your prospect’s business challenges can provide the necessary validation to turn an opportunity into a closed deal.
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Categories: Sales Conversation | Trap Setting Questions
Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects. Conversations around technical requirements and buyer decision criteria can either propel a deal forward or cause problems that are difficult to overcome, like small deal sizes, stalled deals or discounts. Elite sellers take on this challenge by focusing on connecting those technical requirements to business challenges that have significant financial implications. This connection helps you move your deals higher in the customer organization, increasing the value and the price. Here are some key steps to make it happen:
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Categories: Podcasts | Sales Discovery Process | Sales Qualification
Champions can be a critical component to closing complex details. Identifying a Champion in your deal is a key step, but one where salespeople can struggle. Champions can easily be confused with Coaches. Make sure you know how to identify a Champion.
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Categories: Sales Conversation | Sales Process
Sales calls can easily go awry when you try to accomplish too much. Your prospects may become overwhelmed or confused, and you may miss out on key opportunities to advance the deal. Before your calls, determine the key objective you want to accomplish in the conversation. Prepare your agenda accordingly.
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Categories: Differentiation | Podcasts
You’ve found a champion, now ensure you are leveraging their power, influence and vested interest in your success. Are you guiding your champion through their buying process, or are you dragging them along through your sales process? Continuously help your champion drive the success of the deal by staying aligned with their internal challenges and coaching them on how to execute effectively inside the account. Here are key ways to stay aligned with your champion to ensure a positive outcome:
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Categories: Podcasts
“Some people want it to happen, some people wish it to happen, others make it happen.” - Michael Jordan You’ve likely got goals for yourself next year; to hit consistent quotas, gain higher commissions, speed up your close rates, etc. What’s your plan to make it happen for yourself? Top performers are constantly honing their craft, even if it’s just fifteen minutes a day — recapping what worked well in previous deals (or what didn’t), seeking advice from their team, or listening to tips from those with years of sales experience. Finding daily small ways to improve your skills can make a big difference in where you’ll be sitting this time next year.
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