Insight selling focuses on the prospect. The salesperson doesn’t tell the prospect what they need to do, the salesperson guides the prospect in the right direction and help them figure out the best course of action themselves.
Category: Solving/Collaborating the Buyer
Customer centricity is the key to sales; everyone knows that. But did you know that there are nine sales methods to choose from?
Talking about competitors with prospects is tricky. You need to tread carefully so that you don’t seem unprofessional but yet you don’t want to sing their praises either.
During your pitch, your main goal is probably to try to convince your prospect to buy what you’re selling. While that’s how most salespeople sell, Dr. Roy Whitten and Scott Roy recommend a different approach: decision intelligence.
Defeat can sometimes be phrased as, “Thank you for your consideration.” However, if you’re careful with your wording, your response to the prospect who claims they’ve chosen another vendor could still be an opportunity for you.
It happens all the time in sales. You find you need to beat the competition.
Even if you go into a sale with the primary goal of aiding the prospect using your product or service, that may not always be apparent to them. Salespeople tend to have a negative reputation for being money-centered, so you need to clearly communicate your honorable intentions using need-based selling.
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?
Sure, you’ve studied sales negotiation tactics to implement, but have you ever thought about the tactics that prospects use on you?
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.
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.