Categories: Sales Negotiation
A critical way to minimize price-only sales negotiations is to provide multiple options to your buyers. In our Value Negotiation sales engagements, we often help sellers understand the concept of presenting multiple options, coaching them on how to execute in front of their prospects. This article covers some of those concepts and the steps you can take in your opportunities to present multiple options and sell more.
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Categories: Sales Conversation
Value-based selling demands an understanding of a basic buying process, the stages that guide a buyer from determining their requirements to actually signing a deal. Improve your ability to progress your prospects through these stages in a way that leads a buyer towards your solution and away from the competition (including a do-nothing or do-it-internally competitor). Focus on providing your prospects business value throughout your sales process.
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Categories: Sales Conversation
There’s as much differentiation in how you sell as there is in what you sell. The most successful salespeople don't stand out from the competition by touting the features and functions of their latest product. Rather, they are diligent about articulating customer value and practicing good selling fundamentals. A salesperson who focuses on value and solving problems with business impact will make a lesser competitor nervous every time. Use these best practices to differentiate yourself with your prospects and stand out from the competition.
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Categories: Sales Conversation
When you’re pursuing an opportunity and you earn that coveted time with a decision maker, you have to be ready to uncover their needs and articulate your value. Oftentimes, you only get one chance to get it right. Ensure you achieve your desired outcomes in your next sales conversation. Do the work up front to make it happen.
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Categories: Sales Process
If you are selling in complex B2B sales, you know there are critical factors in every opportunity that could influence whether or not you’re able to close the deal. Improve your ability to control the sale. Make sure you're uncovering key information in your sales conversations through effective discovery and a value-based sales conversation. It may sound basic, but consistently uncovering the right information from your prospects requires discipline. Be sure you focus on these five sales drivers in every opportunity.
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Categories: Sales Conversation
If you sell for a living, you know the power of a customer testimonial. An effective client reference may mean the difference between a lost opportunity and a won deal. While your company may have great testimonials, if you don’t know how to use them in a sales process ... their value will fall flat. There are numerous ways to leverage customer testimonials in the sales conversation. The most elite salespeople look for the right opportunity to have the greatest impact and maximize the effectiveness of their proof points. After all, your sales process shouldn’t be a cookie-cutter approach. Rather, it should align with what your buyer needs and how he/she buys. The key to leveraging any testimonial is to use it in a way that has impact, depending on your prospect. How do you know when the timing is right?
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