What do you get when you combine a salesperson with a consultant? The most powerful method of selling.
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.
When I got the message below from Daniel McLellan, I had to share it with you.
Salespeople know the importance of building value. But top salespeople actually become the value.
What would you say is the most important part of the sales process? Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.
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.
If you’re sick of writing, “Just Checking In,” as the subject line of every outreach email you send to clients, guess what; they’re probably just as sick of reading it.
The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES.