Category: Assessing/Discovery

What Role Should You Take When Selling?

Do you know all of the different positions that a rep can take during the sales process? While relationship selling is widely touted, it’s not the only way a rep should engage with a prospect.

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

2 Questions Your Clients Need Answered Before They Buy

Although there are many sales strategies out there, a good amount can be traced back to the Universal Buying Cycle. Created by the Floriss Group’s James Rores, the cycle is based on the observation that every potential buyer has to answer four questions before they can make a decision.

Competitor Objection? No Problem!

No matter how smooth the sales process goes, you will at some point face objections. And, a common objection is the mentioning of a competitor. If a prospect brings up the fact he or she is working currently or plans to work with the competition, don’t give up. Instead, take action.

These are the Questions that Make Sales

There are several make-or-break points during that first discovery call to a potential client. First, you have to know who you’re calling so you’re sure you’re talking to a decision maker who can potentially benefit from your products or services. The second, and most important, are the questions you ask.

Do These 5 Things During Every First Sales Meeting

If you think about it, a first sales conversation is a lot like a first date. You don’t know the other person that well, there’s some anxiety involved, and you hope to make a connection. And, just like during a first date, the conversation is vital.

How to Assess Customer Needs in Half the Time

The discovery phase of the sales process is important but often overlooked or cut short. When asked, sellers usually say they don’t conduct thorough discovery because it takes too long.

Sales Opportunities You Can’t Miss in 2019

A new year is coming soon, and with it, new sales opportunities. A recent infographic revealed what B2B sellers need to focus on to make it big in 2019.

True Problem-Solving Begins with Questions

Your client has called an urgent meeting with you, indicating that something is wrong. You rush over, and, instead of explaining the situation to you and asking for your advice, they tell you a solution they already have in mind. Should you take that request at face value?

How to Start Your First Conversation With A Prospect

How do you usually strike up a conversation with a prospect? If you’ve never given it much thought, it’s definitely time to come up with a standard practice.

How to Push the Sale Without Being Pushy

One of the most important sales techniques to master is being persistent without annoying others. As a salesperson, you most likely will always be the driver of new business, but unfortunately, many reps come across as pushy.

“I have to talk this over with my…” Uh oh.

You didn’t qualify the prospect very well, did you? OK, what do you do now?

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