With memories of the most recent economic downturn still fresh, it can be hard to not leap onto every opportunity for new business that arises. But if you don’t take time to qualify leads, you can get stuck wasting a lot of valuable time and money with a customer who really isn’t a good fit.
The best sales reps know how to ask questions. Particularly during the lead discovery phase, good questions can keep you from pursuing the wrong prospects. They can also keep the conversation going with prospects you’d like to pursue.
Has your sales training taught you to take control of a prospect meeting? As a challenger salesperson, your goal might be to disrupt the prospect’s mindset.
The benefits of showing a strong ROI (return on investment) are well known, but some in the industry struggle with measuring and presenting their valuable 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.
What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
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.
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?
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).