Category: Assessing/Discovery

Mapping The Customer's Journey Can Have A Big Impact

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.

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?

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.

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