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Gone are the days when every customer’s journey was simple. Today, buyers have countless paths to a purchase, thanks to shifting shopping options and consumer attitudes.
Category: Assessing/Discovery
Pushy Sales Reps Share These Habits
Most sales reps don't want to seem pushy. But they may unwittingly come across that way if they aren’t careful.
How to Stop the "I'll Get Back You" Stall
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
Discount Request? Here's How to Respond
Giving discounts isn’t necessarily a bad thing. If done strategically, discounts can encourage a sale along and actually add value for you in the long run.
How to Navigate Infuriating Negotiations Before They Happen
It’s said that from failure comes experience. However, when it comes to sales negotiations, you want there to be as few failures as possible. That being said, how are you supposed to get the amount of practice you need and still close the majority of your sales?
These Good Habits Can Lead to a Perfect Pitch
Over time, sales reps can settle into habits, especially when doing demos or discovery calls. These are big parts of the sales process, and after a while, reps may unknowingly fall into a bad habit (or two or three).
Answer These Questions to Turn Missed Sales into Opportunity
From failure, we learn. It’s a mantra many of us have repeated over the course of our lives to give us the motivation we need to try again once we fail. But for some salespeople, instead of motivation, that sentence becomes an excuse.
Watson, come here. I need you to help me make a sale.
Take away the telephone and you’d have a tough time doing business. Is this sales tool so vital that you take it for granted?
2 Embarrassing Ways You Could be Ruining Sales
Yeah, you may have spent a considerable amount of time researching your next prospect on LinkedIn and a slew of other sites, but there may be one reference you forgot to check: your fellow salespeople. Brian Birkett writing for SellingPower points out that overlooking what your coworkers are doing can lead to multiple problems.
7 Discovery Call Mistakes: Which Ones Are You Making?
What would you say is the most important part of the sales process? Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.
Are You Guilty of “Pitchulation”
To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.
Are you Focusing on the Right Part of Your Sales Pitch?
Do you get that special feeling when you find a prospect who fits the description of your ideal target candidate? They’re in the same field of business as many of your other clients, they’re in a position of buying power, and there’s plenty of contact information for them. Your solution will be perfect for them! Get out of that mindset.
