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 a few key ways to stay aligned with your champion to ensure a positive outcome:
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Categories: Podcasts | Sales Discovery Process
Great discovery questions can only get you so far if you’re not prepared to really listen to the answer in a way that enables you to dig deeper or pivot decisively. Listening is just as crucial, yet not always the easiest to master. Many people think they are good listeners, but sadly miss the mark. Active listening is a key skill that elite sellers possess — and they are able to speed up their deals and close at better margins because of it. Understand what preparing to actively listen looks like and how you can refine your listening skill set to sell more, faster.
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Categories: Sales Conversation
If you’ve been around Force Management for any bit of time, you know that we have some phrases we repeat often. Here are three: “How big is the problem?” “Help them get to a place they can’t get to on their own” “What you do matters” They’re simple, but powerful reminders for any of us in sales. Put them on your mirror. Write them down in your journal. Instagram them. Recite them over and over as you develop sales strategies and progress your opportunities.
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Categories: Sales Conversation
Nothing moves a deal forward like a sales conversation that’s focused on the fundamentals. If you want to command your message, you need to practice and zero-in on the basics, consistently. Moving opportunities forward and closing them at high-value — are two critical areas even veteran sellers are struggling with right now. Improve your sales messaging and minimize risks to your forecasted deals with this quick refresher of three things to remember every time you make a sales call:
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Categories: Sales Discovery Process
Mitigate the risk of deal stalls once and for all. Understand why stalls occur and three ways to avoid them. You’ve got numbers to hit, and your buyers still have problems they need to solve. With the pandemic, you may find that stalled deals are “unavoidable”. Buyers may seem unable to move forward — fortunately, there are strategic ways you can compel them to action. We’ve broken down the three main reasons why deals stall and how you can overcome these challenges.
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