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?
New insights how buyers think about their status quo and your offer.
Sales execs must take the role facilitating customers as they navigate the buying process using insights to help customers overcome or avoid obstacles they may not anticipate on their own
Today, most companies are making decisions based on a consensus of the stakeholders affected by a change of supplier. This is different from the past and requires new selling skills.
Put yourself in your prospect’s shoes. They have a relationship with your competitors. They have negotiated in their view the lowest price. Now your prospect encounters some challenges; the quality of your competitor’s services is no longer meeting your prospect’s …