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 […]
Tag: #remotesales
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 […]
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 […]