Categories: Sales Conversation
Finding a customer problem is the first step to winning the business. If you uncover a problem that has business implications, you set the stage for closing an opportunity that’s hinged on value. Remember, there is no value without a customer problem. The way to uncover that problem is by asking great questions that drive an effective discovery session. Here are five components to executing an effective discovery-based conversation and uncovering new business opportunities.
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Categories: Sales Conversation
Effective sales conversations take practice. Even our most seasoned sellers on the Force Management team take the time to do pre-call planners, role play conversations and prep for important discussions. Taking the time to practice can make you audible-ready to dig deep on business pain and prevent missed opportunities. At the same time, it’s critically important for sales managers to reiterate the fundamentals with their reps. Here are five areas of focus to help your and your team and command the sales message: 1. Your Elevator Speech People love the question, “What do you do?” That's probably the question we are asked the most. Make sure you have an answer that demonstrates your capabilities, uniqueness and the value you provide your customers.
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Categories: Podcasts
In B2B sales, every prospect account in your pipeline involves critical factors that will turn that open opportunity into a closed deal. Uncovering problems that are having significant impact on business helps elevate your solution to high-level decision makers.
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Categories: Sales Conversation
We know a lot of work goes into a sales presentation. For many salespeople, the deck drives the conversation and is the one tool you may leave behind for your prospects to socialize internally. For all those hours spent belaboring the deck, here’s one critical question to ask yourself that will drive success in your next sales conversation.
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Categories: Sales Conversation
Salespeople who have the ability to ask great questions and use the answers to benefit their sales conversations are able to drive larger deal sizes. When you’re able to uncover the largest business problem and at the same time, create a sense of urgency in the sales process, you’ll create great value. That value prevents discounting and transactional commodity selling.
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There’s no question that the buying process has changed and that social media has become a very important channel to stay connected with your buyers during traditionally dark periods in the sales process. With so much information about any product or service online, what it means to be a sales person has entirely changed. What does exactly does this mean?
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