Categories: Sales Conversation | Sales Process
Positive Business Intent is one of the most important assets a seller can leverage throughout the sales process. The point was driven home when, after announcing a career change, a client said to me, “With your departure, we’ll have to reevaluate our relationship with your company.” The client went on to say that my approach of always putting his business first was the key reason they did business with me and my company. I never forgot that lesson.
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Categories: Sales Conversation | Sales Process
There are many sales organizations that are focused on ways to arm sellers in the new B2B buying process. Research from SiriusDecisions shows that nearly 70% of the buying process is done digitally. By the time these buyers speak to a salesperson, they aren’t interested in having a conversation. They’re ready for price quotes. This buying process shift makes a lot of salespeople nervous. It shouldn’t. Think of it as a positive; they’re interested!
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Categories: Sales Conversation
Think about your last sales presentation. Did it contain the slide that talked all about your company? When you started, how many employees you have, the number of customers, your locations all over the globe…. 'Hey, Mr. and Mrs. Customer – Look at our logos!' If my experience tells me anything, I’m betting you showed it right after the introduction slide. Guilty? I was too, for a long time. It’s a classic seller mistake.
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Categories: Sales Conversation
Effectively articulating the value and differentiation of your products and services can make or break a deal. If you can’t describe to your customer how your solution provides value and how it is different or better than your competitors, one of two things will happen:
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