Categories: Sales Conversation | Trap Setting Questions
Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects. Conversations around technical requirements and buyer decision criteria can either propel a deal forward or cause problems that are difficult to overcome, like small deal sizes, stalled deals or discounts. Elite sellers take on this challenge by focusing on connecting those technical requirements to business challenges that have significant financial implications. This connection helps you move your deals higher in the customer organization, increasing the value and the price. Here are some key steps to make it happen:
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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: 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 Conversation
Remote selling is no longer just a tactic used in part of the sales process. It's becoming the way companies do business. Previously, salespeople may have had to conduct some conversations remotely throughout the sales process. Now, it’s becoming increasingly more likely that the entire enterprise sales process will be a remote endeavor for the foreseeable future.
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Categories: Sales Conversation | Sales Process
Towards the end of the fiscal year it’s not uncommon for many sales reps to consider new opportunities. Whether it seems like you’ve exhausted your territory or the current economic environment has left you to reevaluate your company’s growth potential – you need to feel confident you’re in the right spot. Is your sales organization primed for success? Are you working for a company that will accelerate growth? The answer generally comes down to the evidence of sales effectiveness as it pertains to how the sales organization will support you in these three areas:
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