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 […]
Tag: #remotesales
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 […]
How a pipeline helps you sell more
Why is having a pipeline to track opportunities important? You are likely juggling priorities, making selling one of many responsibilities. This could help make the most of the time you invest in selling. Value of a pipeline The idea is to get you thinking about these opportunities. Having key information on one page can be […]
Pursuing business previously lost?
What opportunities almost closed in the past 1 – 2 years? Excited to try again? Business you lost can be a good source of potential opportunities. Listen and learn before you proceed… Figure out what has changed How has your company and/or solution changed or improved? What has changed at the client? What is the […]
Handling Objections – Price is too high
Please do not immediately lower your price…when you get this objection an opportunity has been created for you to better understand the client’s perspective. An approach to learning about why you got this objection and how you might respond… Price is high compared to ? Price is always relative…meaning, what are they comparing your price […]
Follow up meetings challenging to get?
Does the following sound familiar regarding a potential client… Two things you can do to help schedule follow up meetings… #1 – Send and leverage an agenda This may sound way too obvious, however, I can tell you I have become caught up in excitement for a meeting and forgotten to do this. Several days […]
Starting a conversation with a new client contact
If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. Many in this situation will tend to start talking about what they offer because it is what they know. Selling is 80% listening and learning…some thoughts on how this can be easier for you. Build Rapport […]
Quality or quantity of sales calls?
When you are contacting prospective customers or partners, your goal is…of course, to find those that are interested in the solutions you offer. Customers get tons of calls, emails, notes on social media…and ignore most, if not all. Making a ton of calls and getting ignored sounds tiring and not very rewarding. How to approach […]
Video – Orchestrating a successful follow-up meeting
I recently worked with Prepare 4 VC to share some ideas with their community on this topic. Here is an overview and the video…READ BELOW and WATCH! Overview You provided a demo for a potential client, and they have agreed to a follow up meeting. Goals for the follow up meeting should be: Now what? […]