Category: Solving/Collaborating the Buyer

How to Show Prospects Your Value

Are you encountering prospects who seem to know plenty about you, your company and your products before you talk with them? When they have so much information in advance, how can you show prospects your value?

The Top Negotiation Tactics Used ON You!

Sure, you’ve studied sales negotiation tactics to implement, but have you ever thought about the tactics that prospects use on you?

Need to Uncover ROI? Ask These Questions

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.

Here’s Why Your Deal Stalled and How to Get it Back on Track

How did your last contact with a big prospect end? If you didn’t get a commitment from them to talk again, at a specific time, you may have a problem.

Don't Let Price Objections Derail the Sale

Price objections aren’t limited to just one industry. No matter what you’re selling, you’ll likely encounter more than one customer who doesn’t agree with your pricing.

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?

High Trust Selling

doubt, you have seen this quantum shift and its consequences in your industry: your competitors have increased in number and become more aggressive.

Genius Responses to Sales Timing Objections

Now just isn’t the right time…”. Even if you haven’t been in sales long, you’ve likely heard this objection from a prospect. Despite knowing the prospect’s needs, goals, challenges, and preferences, when it’s ask time, they say it’s just not the right time to buy.

4 Ways around Common Sales Objections

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.

Are You Guilty of “Pitchulation”

To speed prospects along, you might be tempted to cut a few corners during discovery. Don’t do it.

Ask THESE Questions to Win the Sale

Questions will get you answers. The right questions will get you sales.

How to Win Over A Competitor's Customer

Got your eye on a potential client who is currently working with someone else? Wooing him or her away from the competition may not be as difficult as you think.

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