Gaining commitment is where most sales conversations quietly break down. Not because buyers say no.But because salespeople ask for commitment without preparing for it. Let me ask you a few honest questions Do you: And here’s the uncomfortable one:Is your …
Sally was staring at her pipeline, particularly at that opportunity that did not move forward. At the first meeting a few days ago, her customer contact sounded enthusiastic about what Sally shared. They agreed to call each other by the …
Salespeople are challenged in today’s information-rich buying environment to engage productively with B2B buyers and secure quality opportunities. One of the reasons behind this challenge is the Customer’s distrust. When sharing information with Customers, I am sure we all have encountered ‘Customer …
Traditional sales approaches taught you to speak to the decision maker, do your sales pitch and close deals. Hard closes, soft closes, it didn’t matter as long as you brought in the revenue. Fast forward to the present; achieving your …
When you think you don’t sell a commodity, but your buyers do.
Your influencing starts when you meet with stakeholders, but most of the work is often done without you.
Pipeline coaching is changing. Do you know what is changing and how this will help your team?
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.