Do you believe your service adds strategic value for your potential customer? Then your price should reflect your offer. Giving in to a request for a discount will do the opposite.
Previous sales generations were the source of information. The buyers have moved on and turned knowledge to their advantage. Have you moved on?
How does your selling approach look like? Is it still working well enough? Or is there something that needs to change? And if so, what needs to change? Maybe it is time to have a good look into the mirror….
Customers have changed the way they are buying. So we need to change the way we are selling. Find out what exactly needs to change to stay relevant to the buyers.
The customers’expectation on how we sell have changed. We cannot stand still and need to adapt to their new buying behavior.
The moment you offer your prospect a lower price than the incumbent competitor you make the buyer believe your offered products and services are equal or worse.
All your hard work on value creation is squashed in that moment.
In modern selling, a change cannot be pushed. Customers are buying differently so sales needs to adapt the way they sell.
The #1 reason prospects say NO to a meeting with you, is because they assume you are going to waste their time. Time is money. If they agree to spend 20 minutes with you they would like to get some value in return. How to secure your next appointment with your prospect?
Today’s business buyers are increasingly self-directed: 60% prefer not to interact with a sales rep as the primary source of information; 68% prefer to research on their own, online; and 62% say they can now develop selection criteria or finalize a vendor list — based solely on digital content. How can you ensure your time at your prospect’s table?
How do you shift customer conversations to a strategic level? There is no silver bullet, instead this requires hard work and focus on the customer’s success.
Customers are after new information they cannot find themselves and is relevant to their situation and challenges. They are hungry for insights, for new ideas that can take their business results to the next level. Leading your customer conversations with your products and services is not meeting these expectations. So, why are so many salespeople continue to talk about their products and services, persuading their supremacy versus the current supplier, without delivering any insight?
The customer’s success, is your success. It sounds like a cliche, but how do top salespeople manage to put this is great practice?
What is the difference in using the good old consultative approach followed by Features, Advantages and Benefits versus Insight Selling? What, if used very well, is the power of Insight Selling?
Read on to face the truth of what buyers really are thinking and how we need to adopt the way we sell to meet the buyers’new expectations.
New insights how buyers think about their status quo and your offer.
A change is happening in sales. In the next evolutionary step sales understand better where the customer is in their buying process so they can lead with relevant insights changing the buyer’s perspective on their current situation with challenges and future situation as a desired outcome.