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).
Category: Presentations and Proposals
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.
You’re likely familiar with the phrase “practice makes perfect.” But have you heard of striving for “perfect practice?” This form of practicing emphasizes quality over quantity, and it can have a major impact on presentations
If you can figure out which negotiating style you should use based on how your sales process has progressed, you can then identify how best to proceed from there. Here are three of the more difficult of the five styles.
You product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.
Salespeople know the importance of building value. But top salespeople actually become the value.
Dishonest. It’s one of the words you want to be described as the least while pitching a sale, but is probably how you’re coming off if you’re trying to paint your product or service as perfect, no matter what. That’s the advice Todd Caponi gives salespeople in a recent SellingPower article.
To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.
James Rores, founder and CEO of Floriss Group, says that 97% of salespeople are not viewed as trustworthy by prospective clients. Instead, they’re seen as self-centered, pushy, and manipulative. Why does this happen?
Would you say your daily work routine is productive? Whether you have your doubts or you want to learn what you could be doing better, Selling Power editors say that there are four ways that productive salespeople tend to spend their time.
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.