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.
Share
Categories: Podcasts
In B2B sales, every prospect account in your pipeline involves critical factors that will turn that open opportunity into a closed deal. Uncovering problems that are having significant impact on business helps elevate your solution to high-level decision makers.
Share
Get the latest tips and advice delivered right to your inbox.
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.
Share
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.
Share
Categories:
The pace of change continues to accelerate in the B2B sales landscape. Corporate buyers have increasingly greater access to information, across multiple platforms, and in many formats, placing them in greater control of their purchasing process than ever before.
Share
Categories: Sales Discovery Process | Trap Setting Questions
There is no value without a customer problem. That premise is one of the most basic sales principles. Finding a customer problem is the first step to winning the business. The second step is effectively demonstrating why your solution is a better one than the competition's. Trap-Setting Questions help you steer a discovery session toward your differentiators. We call them "trap setting" because they trap your competition. They highlight the value that a customer will receive with your solution and the components they won't have if they choose your competitor.
Share
