Categories: Sales Process
The competitive nature of salespeople mean that they hate to lose. Giving up an opportunity to make a sale just isn’t in the typical salesperson’s DNA. Like a bad relationship, salespeople can linger too long hoping they’ll be able to change the circumstances. Sometimes though, you need to focus your time and energy on an opportunity that’s worth your time.
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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 Discovery Process | Sales Process
A lost sales opportunity hurts the bottom line, but it can also provide a valuable teaching lesson for your sales team. There is usually a quantifiable reason that the sale wasn’t made. Identifying what went wrong gives your team an opportunity to understand how not to make the same mistake twice. Help your team recover from the lost sales opportunity quickly and effectively. Here are four questions you can ask your salespeople that will help them learn from their mistakes.
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Categories: Sales Conversation | Sales Process
In complex B2B sales, research shows that more and more decision makers are needed to make the sale. The recent CSO Insights Sales Performance Optimization report showed that 76% of B2B deals involved three or more decision makers. Thirteen percent had six or more. This can be seen as a challenge or an opportunity for a salesperson. Sales conversations with multiple buyers can work for you or against you. Here are a couple of scenarios to consider:
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Categories: Sales Conversation | Sales Process
A powerful customer testimonial may mean the difference between winning and losing an opportunity. That’s why we put such an emphasis on proof points at Force Management. The key to leveraging any testimonial is to use it in a way that has impact, depending on your prospect. Your sales process shouldn’t be a cookie-cutter approach. Rather, it should align with what your buyer needs and how he/she buys. You need to look for the right opportunity to have the greatest impact. How do you know when the timing is right?
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Categories: Sales Conversation | Sales Process
Positive Business Intent is one of the most important assets a seller can leverage throughout the sales process. The point was driven home when, after announcing a career change, a client said to me, “With your departure, we’ll have to reevaluate our relationship with your company.” The client went on to say that my approach of always putting his business first was the key reason they did business with me and my company. I never forgot that lesson.
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