Categories: Sales Conversation
Building Positive Business Intent should be a goal with every one of your customer contacts. It’s a simple concept, but it’s not always easy. There’s not a cut and dry method to achieving it. Rather, it needs to be an underlying component to how you conduct business.
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Categories: Sales Conversation
Have you ever been at a party, and the person you were talking to couldn’t stop talking about himself or herself? One-sided conversations like that can be really off-putting. And, it’s no different in sales conversations, either.
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Categories: Sales Conversation
Do you have healthy sales habits that enable you to close large deals? When you adopt the right sales approach, you’ll increase your client base and build long-term relationships that enable you to consistently achieve and exceed your quota.
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Categories: Sales Conversation
Every salesperson is focused on closing deals. But, are you working towards closing the type of deals that allow you to charge a premium and solve the pain point with the greatest business impact? Larger deal size often means larger commission and a greater chance to exceed your quota.
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Categories: Sales Conversation
Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.
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Categories: Sales Conversation
Finding a customer problem is the first step to winning the business. If you uncover a problem that has business implications, you set the stage for closing an opportunity that’s hinged on value. Remember, there is no value without a customer problem. The way to uncover that problem is by asking great questions that drive an effective discovery session. Here are five components to executing an effective discovery-based conversation and uncovering new business opportunities.
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