Categories: Sales Negotiation
There isn’t a salesperson out there who hasn’t dreaded a meeting with procurement. After all, that’s where late-stage opportunities (those you’ve spent countless hours on) may hit detrimental roadblocks. It’s important to remember that a professional buyer, just like your other decision makers, has specific interests and value drivers just like everyone else. It’s up to you to understand, influence and align those factors with your value and differentiation. Here are tactics you can use to win more and help professional buyers be a hero in their organizations.
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Categories: Sales Planning
One of the greatest aspects of my job is the ability to speak to sales leaders / CROs / VPs on a regular basis and learn what their sellers do well and where they need to improve. One common theme that often comes from these conversations is the need to improve forecasting accuracy and eliminate “slipped deals”. There are many reasons why opportunities don’t close on time. Spend 20-30 minutes reviewing any “slipping” opportunity using MEDDICC and you will likely identify red flags. The reasoning behind the red flags can differ. What I’ve seen many times is, sellers are either facing roadblocks that are out of their control or they’re uncertain about what to execute on to close that deal and how long those activities will take.
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Categories: Sales Negotiation
A critical way to minimize price-only sales negotiations is to provide multiple options to your buyers. In our Value Negotiation sales engagements, we often help sellers understand the concept of presenting multiple options, coaching them on how to execute in front of their prospects. This article covers some of those concepts and the steps you can take in your opportunities to present multiple options and sell more.
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Categories: Sales Conversation
Value-based selling demands an understanding of a basic buying process, the stages that guide a buyer from determining their requirements to actually signing a deal. Improve your ability to progress your prospects through these stages in a way that leads a buyer towards your solution and away from the competition (including a do-nothing or do-it-internally competitor). Focus on providing your prospects business value throughout your sales process.
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Categories: Sales Conversation
There’s as much differentiation in how you sell as there is in what you sell. The most successful salespeople don't stand out from the competition by touting the features and functions of their latest product. Rather, they are diligent about articulating customer value and practicing good selling fundamentals. A salesperson who focuses on value and solving problems with business impact will make a lesser competitor nervous every time. Use these best practices to differentiate yourself with your prospects and stand out from the competition.
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Categories: Sales Conversation
When you’re pursuing an opportunity and you earn that coveted time with a decision maker, you have to be ready to uncover their needs and articulate your value. Oftentimes, you only get one chance to get it right. Ensure you achieve your desired outcomes in your next sales conversation. Do the work up front to make it happen.
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