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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Categories: Sales Conversation
Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. If you’re at this crossroads, congratulations, you’ve done the hard work to progress your sales career to this point. Now, make sure you’re prepared to adjust your sales process in a way that accounts for more complicated deals.
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Categories: Sales Conversation
If you sell for a living, you know the power of a customer testimonial. An effective client reference may mean the difference between a lost opportunity and a won deal. While your company may have great testimonials, if you don’t know how to use them in a sales process ... their value will fall flat. There are numerous ways to leverage customer testimonials in the sales conversation. The most elite salespeople look for the right opportunity to have the greatest impact and maximize the effectiveness of their proof points. After all, your sales process shouldn’t be a cookie-cutter approach. Rather, it should align with what your buyer needs and how he/she buys. The key to leveraging any testimonial is to use it in a way that has impact, depending on your prospect. How do you know when the timing is right?
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Categories: Sales Conversation
A seller’s biggest asset is their ability to articulate value and differentiation in a way that solves their customer’s most pressing business problems. Anything you share beyond what’s relevant to your buyer's business pains is just noise that could lead to you losing to competition altogether (including a do-nothing or do-it-internally decision).
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