Tag: sales conversation
Because you help your clients produce better results, you are certain to have more insights and a better perspective about what they need to know.
There are certain gaps that salespeople using a legacy approach to sales will… Continue Reading
Modern B2B sales is challenging, but lowering the bar for B2B salespeople is a dangerous response.
The transactional segment of sales has too little need for consultative salespeople.
However, complex sales now require much… Continue Reading
Many distractions take time and attention away from the one thing available to you to create value for your clients.
The legacy approach to sales, one that focus on “why us,” are no longer helpful in early sales conversations.
… Continue Reading
Legacy sales approaches often start with a conversation about “why us,” but that creates no value for your prospective clients early in the sales conversation.
Focusing on value creation helps motivate your contact to continue… Continue Reading
Your client is going to buy based off of preference, formed from value creation, relationships, and solutions.
The sales conversation is the vital competitive advantage to winning deals against competitors by providing the… Continue Reading
Some conversations are better held early in the sales conversation.
Trying to create value at the end of the sales cycle by adding an incentive is a concession, not a negotiation.
You are always better off creating value… Continue Reading
It takes time and continuous effort to obtain mastery.
Experience allows you to recognize patterns and understand how to produce certain results by making distinctions.
Mastering the sales conversation means knowing where you… Continue Reading
One of the keys to creating a preference to buy from you is meaningful differentiation.
Over time, it will become more difficult to differentiate based primarily on your company or your solutions.
The only reliable tool you… Continue Reading
Your solution can be constrained by what your client can afford to spend.
Limit or expand your solution design based on the client’s investment.
Moving the investment conversation forward helps you dial in a solution the… Continue Reading
Some sales organizations have sliced up their sale roles, believing that they are increasing efficiency.
Clients generally don’t find being qualified a valuable experience.
To create value in early sales conversations, start… Continue Reading