Categories: Competitors | Differentiation | Sales Conversation
There’s hardly an opportunity that doesn’t come with some sort of competition. Whether it’s an established vendor that has the upper-hand, or you are dealing with some internal forces that are making it hard to move your opportunity forward. Today, The Command Center breaks down how to deal with significant obstacles in your opportunity.
Share
Categories: Sales Conversation | Sales Process
A Champion can be a pivotal component to your successfully closing an opportunity. A Champion... Has access to the Economic Buyer Possesses organizational credibility, influence and power Actively sells on your behalf, when you’re not there Often salespeople can be confused if they're working with a Champion or a coach in their deals. This common confusion is why we always refer back to the definition of a sales Champion... The definition of a sales champion: A Champion is someone who has power and influence within their company and actively sells on your behalf. Champions sell for you because they have a vested interest in your success. Because they contribute to your on-going success, it’s important that you build that relationship.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Conversation
Effectively executing your sales conversations is the cornerstone to your success quarter after quarter. It may sound simple, but human behavior is heavily influenced by the words we use. Knowing the right words to remember—and which ones to forget—can make the difference between a conversation that moves an opportunity forward and one that stops it in its tracks.
Share
Categories: Sales Conversation
It’s all too common for salespeople to get caught in conversational limbo while the “gatekeepers” of a prospective company relay messages to and from the actual decision-maker. This form of selling is inefficient and stifles your revenue momentum.
Share
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.
Share
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.”
Share
