Categories: Sales Conversation
We all know that even a savvy salesperson can sometimes get drawn into a conversation that focuses on product features. Preserving margins may be the goal, but if a conversation spirals into product features too early, the final deal will come down to price. Sales organizations that understand how to shorten sales cycles and preserve margins rely on a sales strategy that uncovers customer needs, articulates value and minimizes the price-only discussion. Talking about the latest and greatest product feature can cripple a seller’s opportunity to attach a solution to the customer’s biggest business problem. Sales conversations that aren’t focused on problems and solutions are quickly on their way to losing margins.
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Categories: Sales Conversation
Effectively articulating the value and differentiation of your products and services can make or break a deal. When a sales force is consistently expressing how their solutions solve customer problems better than the competition, the impact is clear. They’ll achieve:
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Categories: Sales Conversation
Be More than Just a Vendor In my buying career, I’ve always had an aversion to sellers who showed up unprepared. What buyer doesn't? However, I'm not just referring to having the right brochure to show me, or the right PowerPoint slide. I’m talking about a seller’s failure to do the prep work necessary to understand my organization’s business strategy and challenges.
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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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Categories: Sales Conversation
Many of you will be watching some of golf’s greatest compete this week at The Masters. The top golfers in the world know that without practice, they won’t come anywhere near a green jacket. No matter your field (or fairway), practice is a vital component to your success.
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