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 Discovery Process
If you want to find the business issue with the largest impact, you need to be able to execute an effective discovery process that enables you to drill down on a business issue and demonstrate your own positive business intent. You need solid questions, if you want to effectively map your value to their business problems.
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Categories: Sales Conversation
Your Challenge We’ve all been in this conversation at one time or another in our sales careers. Your prospect may understand some of the value you can provide, but is also considering using internal resources to achieve the same result.
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Categories: Differentiation | Sales Conversation
Your Challenge Understanding the best way to differentiate against your competition is critical to being an effective salesperson. The “Do Nothing” competitor is always one of the toughest. Who has instant access to the decision maker? Who is always part of the sales opportunity whether you are or not? The dreaded “Do Nothing.”
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Categories: Sales Conversation | Sales Discovery Process
When I deliver Command of the Message®, one of the questions I am asked the most involves discovery. I think one of the keys to effective discovery is preparation, but I also believe there are some learned skills that help salespeople master the discovery component of a sales process. I’m from Cleveland (Go Browns!). And, like many college-aged students, I worked at Cedar Point in the summer. (For those of you who may not be aware of this Ohio wonder, it’s a giant amusement park, consistently voted #1 in the world.) It was a great place to work, especially when you were young.
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Categories: Sales Conversation | Sales Discovery Process
In real estate, it’s a commonly used phrase that the three most important words are location, location, location. In sales, I would argue the three most important words are preparation, preparation, preparation. One of the most overlooked components of many sales methodologies is the importance of discovery. It’s extremely difficult to align your solution with your prospects biggest business challenges if you aren’t able to effectively uncover what those pain points are. The key to effective discovery is PREPARATION.
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