Categories: Differentiation | Sales Process
Every salesperson has worked with a prospect that has dragged their feet on making a final decision. You may be working with one right now. We covered this topic in an episode of The Audible-Ready Sales Podcast. John Kaplan shared how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do-nothing or do-it-internally option). Here are questions you can ask yourself to define where you may need to go back and reassess an opportunity.
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Categories: Sales Discovery Process
Deals are won and lost in discovery. It’s a critical part of the sales process because it’s where you lay the groundwork for attaching to business problems and selling on value. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process doesn’t set your deal up for success. However, taking your time in discovery requires effective questioning. Take your time, you’ll thank yourself later. Here are a few tips to help you ask great questions.
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Categories: Sales Conversation
It's incredibly difficult for even the most veteran salespeople to drive urgency and funding in their deals without attaching to a big business problem that your prospect is facing. Finding a big business pain is key.
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Categories: Sales Conversation | Sales Negotiation
Even the most experienced salespeople can find themselves in the middle of a challenging sales opportunity that they’re struggling to either move ahead or close. Take a step back to reassess your deal. How you can compel your buyer to action? After all, they've got problems they need to solve. Here are three common sales scenarios we see when deals are stuck and simple steps you can take to correct your course, or avoid the same challenges the next time around.
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Categories: Sales Conversation | Sales Process
When you hear "audible-ready", the first thing you probably think of is football. Specifically, when a quarterback steps to the line and changes the play call to one that takes advantage of weak defense . In a matter of seconds, the quarterback analyzes the defense and changes the play. Being able to recognize the strengths and weaknesses of the defense is crucial to how successful the offense will be. In football, making the correct audible calls can be the difference in winning and losing a game.
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Categories: Sales Conversation
If you are just starting your sales career, it can be intimidating when you’re selling to much more experienced executives. After all, how can you convince them that you understand their business, when they can tell you’re only a few years out of college? The answer? Remember the key tenets of value-based selling. They’re your best weapon against combatting the bias experienced executives may have against you.
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