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.
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.
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.
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!