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.
Share
Categories: Differentiation | Sales Conversation
Elite sellers stand out not just by what they sell but by how they sell. How you sell virtually can help you differentiate yourself from competitors and help you build trusted advisor status within your accounts. Having a seamless and professional virtual presence is the least your buyers expect in remote sales conversations. This expectation leaves no time to let up on basic best practices. Don't let your competition win on better prep and execution. Assess your virtual persona and ensure you’re maximizing your return from these important sales conversations. Here are some key focus areas:
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Conversation
Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. If you’re at this crossroads, congratulations, you’ve done the hard work to progress your sales career to this point. Now, make sure you’re prepared to adjust your sales process in a way that accounts for more complicated deals.
Share
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?
Share
Categories: Sales Conversation
Customer testimonials are an asset to any sales conversation. Providing tangible points on how your solution provides the results you promise strengthens your message. Making the connection between third-party evidence and your prospect’s business challenges can provide the necessary validation to turn an opportunity into a closed deal.
Share
Categories: Sales Conversation
A seller’s biggest asset is their ability to articulate value and differentiation in a way that solves their customer’s most pressing business problems. Anything you share beyond what’s relevant to your buyer's business pains is just noise that could lead to you losing to competition altogether (including a do-nothing or do-it-internally decision).
Share
