Category: Sales The Gist:
It can be difficult to change your client’s mind, especially if you try a very direct approach. Being consultative requires that you help your clients change their minds—and their decisions. Insight-based selling approaches… Continue Reading The Gist:
When you know you’ll have the same conversation multiple times, you can improve your results by designing effective language. Your clients share similar problems, concerns, and questions. Recognizing the patterns lets you… Continue Reading The Gist:
The legacy approaches to prospecting that try to trick your prospect actually prevent you from getting meetings. Decision-makers who are time-starved don’t take meetings without being promised a value proposition that is… Continue Reading The Gist:
Paying attention to distractions, especially meaningless communications, takes time away from your priorities. You owe your best work to your most important outcomes, something enabled by short bursts of concentrated… Continue Reading The Gist:
Whether or not you are consultative is measured by the value you create in the sales conversation. Eliminating anything external to your business acumen, your situational knowledge, and your insights gives you a realistic gauge… Continue Reading The Gist:
Selling is made more difficult by slippage, a loss of traction that can occur throughout the sales conversation. Some slippage is the result of the mistakes you make throughout the sales conversation. Your clients can also… Continue Reading The Gist:
Being consultative means that you provide someone with sound advice about their future decisions. The more time you spend sharing information about your company and your solutions in early conversations, the less consultative… Continue Reading The Gist
You can spend too much time researching your clients before you call them to schedule a meeting. Focus on research that will give you the ability to compel change. You should do more research after you acquire a meeting, to… Continue Reading The Gist:
Transactional leaders mistakenly believe that all people are motivated by money. An overreliance on compensation leads to lazy leadership, which prevents sales leaders from producing the best results. Salespeople who are… Continue Reading The Gist:
Prospecting effectively requires more structure than sporadic phone calls. A more complete view of prospecting starts with a territory plan and a contact plan. Success requires both insights and a prospecting sequence that… Continue Reading This site uses cookies to give you the best experience on our website.
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