Do you view overcoming objections as a separate skill somewhere late in the sales process, before a deal can be closed? You are not alone. The majority of salespeople have been trained as such. But there is another way, a more …
By the end of this month, you will have ninety days left to reach your sales quota for 2023. Without a doubt, you need revenue acceleration. Winning the business from big dream accounts would help. But, in general, bigger opportunities …
Aren’t we all looking for tips on how to close opportunities? But how could anyone possibly write tips to close opportunities successfully, knowing that every customer’s situation and challenges are different? Well, over the last six months, I have observed …
Lately, I noticed with some salespeople the irony of, on the one hand, persuading everyday customers to change, but, on the other hand, they have difficulties themselves with making changes. Although they have seen a decline in their closing ratios, …
Transforming to Selling with the Buyer’s Perspective takes time and effort. A comparison to Selling with the Seller’s Perspective will help
Pipeline coaching is changing. Do you know what is changing and how this will help your team?
There are no magic tricks or watertight scripts that help you with increasing your closing ratio. The change you have to make is more fundamental.
My PE teacher was a great baseball player. I was always looking forward to the lessons where he taught us his tips and tricks. My favorite was the home-run lesson. I will never forget his words: “Getting to 1st base …
To overcome objections is outdated. Instead, focus on uncovering and resolving concerns.
Close every meeting by asking for a next commitment. Exchange what is needed and relevant at that time
The new way of selling requires a different kind of closing. Throw out your old closing techniques and focus instead on gaining commitments.
You don’t have to be skillful in memorizing 101 closing techniques. Instead adapt the new, modern way of selling and get many micro commitments from your prospects in a collaborative way.
Selling without discounting is possible although many salespeople seem to have given up on it. It requires hard work . Nothing comes easy. If it was, we were all already doing it.