Put yourself in the customers shoes when you call for a meeting. What do they think? Reverse-engineer that process and discover an approach that works for them!
Top sales performers are asking their potential customers different questions that you should know
Here are some interesting statistics you may or may not have read before. 57% of the typical purchase is made before a customer talks to a supplier – 2011, Corporate Executive Board SiriusDecisions reports that 70% of the buying process …
If you would carry around a stopwatch for the next two weeks and time how much selling you actually do, then the result may surprise you. According to HubSpot (https://blog.hubspot.com/sales/sales-statistics) salespeople spend just one-third of their day actually talking to …
Put yourself in your prospect’s shoes. They have a relationship with your competitors. They have negotiated in their view the lowest price. Now your prospect encounters some challenges; the quality of your competitor’s services is no longer meeting your prospect’s …
Have you come to a stage where you face the truth: your pipeline and pipeline management sucks? You keep adding new opportunities in your pipeline to meet some company pipeline KPIs or make your manager happy. On the other hand, …
Putting yourself in the Prospect’s shoes right from the very first meeting will help you in several ways to get their commitment for a follow up meeting
Be constantly curious about the crystal ball of your customers
2 MIN READ In most B2B markets, multiple companies sell similar products or services at once. To outperform the competition, your company needs to differentiate itself from the others. But how? The sales industry has been through a range of …
2 MIN READ Although top salespeople have the pressure like any other salesperson to exceed targets, to perform at decent closing ratios and keeping their bosses happy, they are not tempted to discounting to make that extra sale. How come? …