Put yourself in the customers’ shoes when you call for a meeting. What do they think? Reverse-engineer that process and use an approach that works for them!
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.
Research shows that B2B buyers are not sitting still during COVID-19. What are they occupied with and what impact does that have on you when calling on prospects?
One could ask, during this time, is selling as a profession something you should do? Is that not disrespectful? I argue this is exactly the time we should help customers and prospects. It is a matter of mindset.
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?
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.
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.
Selling to C-suite buyers is not always that easy. It requires skills and a business mindset.
Changes are happening right now in sales. And it is not about the newest sales process. It’s about changes that are happening around you in the business world. And it does require you to change the way you sell. What is going on? And where are you on the Change Curve?
Prospecting is not easy. It’s the hardest part of selling. If you are good at it, you belong to the elite club. Read on to understand the deciding criteria for the prospect to meet with you or not.
Understanding better what businesses are trying to achieve and why will help you better to sell and add value. Done well, you can become the trigger why they need to change!
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!