Losing a deal to your competition is frustrating, but sometimes, losing to no decision is even worse. Since it’s usually much easier for clients to stick with the status quo, every salesperson has lost a deal to no decision.
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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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.
Sales Discovery Process
We often say that opportunities are won and lost on effective discovery. It's difficult to close a high-value deal if you haven't clearly uncovered the business pain to which to tie your solution. However, one of the most-often overlooked components to executing a great discovery call is to finish strong.
Sales Coaching Tools
One of the most succinct pieces of advice our sales performance experts often share with reps is to go in curious. If you're curious, you're listening to your customer, you're asking great questions and you're more likely to uncover pain points and the negative consequences that are resulting from them.
Vulnerability is a topic that has gained some attention in recent years. You may remember Brene Brown's Ted Talk on The Power of Vulnerability which has been watched nearly 30 million times. This idea is clearly one to which people can relate. Have you ever thought about how that concept can help you as a sales leader or even as a sales rep?