Categories: Sales Conversation
Effective sales conversations take practice. Even our most seasoned sellers on the Force Management team take the time to do pre-call planners, role play conversations and prep for important discussions. Taking the time to practice can make you audible-ready to dig deep on business pain and prevent missed opportunities. At the same time, it’s critically important for sales managers to reiterate the fundamentals with their reps. Here are five areas of focus to help your and your team and command the sales message: 1. Your Elevator Speech People love the question, “What do you do?” That's probably the question we are asked the most. Make sure you have an answer that demonstrates your capabilities, uniqueness and the value you provide your customers.
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Categories: Sales Conversation
We know a lot of work goes into a sales presentation. For many salespeople, the deck drives the conversation and is the one tool you may leave behind for your prospects to socialize internally. For all those hours spent belaboring the deck, here’s one critical question to ask yourself that will drive success in your next sales conversation.
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Categories: Sales Conversation
Salespeople who have the ability to ask great questions and use the answers to benefit their sales conversations are able to drive larger deal sizes. When you’re able to uncover the largest business problem and at the same time, create a sense of urgency in the sales process, you’ll create great value. That value prevents discounting and transactional commodity selling.
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Categories: Competitors | Differentiation | Sales Conversation
There’s hardly an opportunity that doesn’t come with some sort of competition. Whether it’s an established vendor that has the upper-hand, or you are dealing with some internal forces that are making it hard to move your opportunity forward. Today, The Command Center breaks down how to deal with significant obstacles in your opportunity.
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Categories: Sales Conversation | Sales Process
A Champion can be a pivotal component to your successfully closing an opportunity. A Champion... Has access to the Economic Buyer Possesses organizational credibility, influence and power Actively sells on your behalf, when you’re not there Often salespeople can be confused if they're working with a Champion or a coach in their deals. This common confusion is why we always refer back to the definition of a sales Champion... The definition of a sales champion: A Champion is someone who has power and influence within their company and actively sells on your behalf. Champions sell for you because they have a vested interest in your success. Because they contribute to your on-going success, it’s important that you build that relationship.
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Categories: Sales Conversation | Sales Discovery Process
Opportunities are won and lost on effective discovery. As a salesperson, you need solid questions if you want to effectively successfully map your value to your prospect’s business problems. When you are trying to drill down on a business issue with the largest impact, you need a great sales discovery process that demonstrates your perspective and positive business intent. Solid thought-provoking questions help you effectively map your value to a prospect’s business problems.
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