“When you talk to customers, what are you fundamentally trying to do?” That is the question SellingPower recommends asking yourself when reflecting on your sales strategy.
If you had to choose, what would you say is the secret ingredient to sales success? Sure, overall success is a mix of many skills, but if you had to pick one, which would it be?
Every detail of everything you’re selling is available somewhere online. So, relating that information is no longer your highest priority during a sales pitch.
Do you ever feel like you just can’t get through to buyers? You’re not alone. Busy schedules and gatekeepers are just a couple of the common obstacles reps face. But, don’t give up; chances are good that you will get through.
Cold emails can go nowhere. Or, they can transform into hot leads. Are you doing what it takes to make those leads happen?
How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.
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.
I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.
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.
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.
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.