QUICK TAKES ON SALES CREDIBILITY
Letting go of deals may seem like horrible advice for a salesperson. But in reality, some deals just aren’t going to close while others shouldn’t even be made. Instead of clinging to each and every deal in the pipeline, reps should instead just let go.
“It’s just not a good time.” “We don’t have the funds right now.” “Maybe if you circle back again in a few months…” Do these sales objections sound familiar to you?
So, you’ve recently pitched to a prospect who has a great need for your product or service. You left the meeting feeling good and sent them an email with next steps. And now you wait. And wait. … and wait. Radio silence. What happened? Should you send a follow-up email or will that come off as pushy?
Discovery calls can be exciting, informative and a push toward the next step in the sales process. If your calls don’t sound like this, it may be time to assess how you conduct them. There is so much more to discovery calls than picking up the phone and asking some questions.
If you’re like most sales reps, this past year and a half hasn’t been too kind to your sales numbers. The competition is fierce. And with consumers not buying anything unless they absolutely need to, sales have been fewer and far between for a while. However, don’t let a sales slump make you give up and just coast along until the economy fully recovers.
Asking layers of sales questions is a technique that reps can use when learning how to best serve a prospect. It involves being thoughtful about how you ask questions, ensuring that each question is asked in an order that is most effective.
Before you can provide value or sell ideas, you need to ask the prospect the right questions.
Value-based stories can benefit sellers in many ways. Not only do they engage prospects with storytelling, but they also help reps establish credibility.
To appear credible, reps must be thoughtful about their actions. How buyers gauge a seller’s credibility impacts their decision to buy and thankfully, sellers are increasingly aware of this.
Each discovery call you make is a challenge because you are trying to capture, and keep, that prospect’s attention.
Before prospects can trust you with sensitive business information, they first have to see you as having credibility. Establishing credibility is a difficult enough task on its own. But what if the decision-maker you’re meeting with is the company’s CEO?