The client is seeing value in your solution, maybe they have mentioned they “would like to partner”…but they have some reason they want to wait…so you feel like the deal is stuck. How do you proceed? How do you get the deal moving again and closed? What is the customer saying? There are many ways […]
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Emailing proposals? Walking clients thru proposals?
Most people in selling roles have wrestled with this question. One approach does not fit all situations. Some ideas that can help you decide how to proceed… Key Factors There are many to consider…here are some of the primary ones: Examples when to walk thru / email ahead Still not sure what to do? YOU […]
Build client relationships near the holidays
Key contacts at your prospects/clients are naturally changing their mindset toward friends and family as we approach the holidays. What happens? This creates opportunities for you to connect with clients! Figure out how you can help Be PROACTIVE in identifying what they are trying to get done before the end of the year. Even if […]
When to present pricing
Clients push for pricing because that is their basis of comparison. Have you presented pricing too early and regretted it? Here is a process that will help best position what you are offering… Wait! Try to not immediately respond to that pressure. Solution Overview Before answering a client pushing for pricing, take them thru a […]
Customer delays decision, now what?
Most of the time (maybe not in all cases) you do NOT want to completely stop your pursuit and try to reconnect with the customer closer to their decision timeframe…this approach will not help your chance of closing a deal. Thoughts on how to approach this situation… Identify reason for delay Connect with your “inside […]
Handling objections – “We have a similar solution”
What does it really mean when you hear this objection? What next? Focus on learning Start asking open-ended questions! Some you can ask to keep the conversation going and possibly identify an opening… Sometimes open-ended questions like these can get a prospective customer thinking that maybe another option or an additional partner can provide value…and […]
Get customers to commit to a next step!
How many meetings with customers have you left where there was no agreement on the next call or meeting date? How often after meetings are you saying “I wish I had asked for (A DESIRED NEXT STEP)”? How to ensure getting agreement on a next step happens more frequently… First…be sure to understand your customer […]
Before hiring your 1st Sales Rep…
If selling is new and/or uncomfortable for you, immediately hiring a sales rep may not be the right move for your company. Many CEOs/Founders of small companies have hired sales reps that did not work out. Ideas on what to do BEFORE hiring a sales rep… Enhance your comfort/confidence with selling CEOs of small companies […]
Dealing with a gatekeeper?
Sometimes client contacts are reluctant to help. Before you write them off as a gatekeeper, consider that there are varying ways in which client contacts may be comfortable helping. How to start figuring out which one your contact is Depending on the topic the same contact may seem like a roadblock and/or someone willing to […]
Building relationships post sale?
Assuming you have sales goals you are focused on, it is easy to find yourself racing to the next opportunity once a deal is closed. The shortest path to new business is thru existing clients. A little effort can go a long way… Make clients feel valued – a personal story My wife and I […]