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 […]
Tag: sales strategy
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? […]
Clients picking apart your pricing?
Clients will frequently want to know about pricing as early as possible. How you present your pricing can directly impact the rest of the conversation with the client. How to eliminate getting picked apart by clients… Stay away from line item pricing Line item pricing enables the client to question every line. This puts you […]
Grow your pipeline rapidly – Connect with partners!
Have you been grinding away at trying to grow your pipeline? Taking a look at where you are trying to find opportunities can sometimes give your effort a boost. Is most of your effort directly with customers? How about looking at partners that you collaborate or co-exist with in your customers? Be a collector of […]
Why invest time supporting others
While you surely focus most of your time on your clients and partners, helping others without expecting something in return can be highly valuable. Ted Pizzo, Senior Vice President – Lockton Companies does an incredible job providing value for many in this way. More about Ted’s approach and how investing some of your time may […]
Deals getting close but not closing?
You have made progress in the customer 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? […]
Want a higher close ratio?
It is relatively early in the fiscal year for most companies. If your year did not start as you hoped and/or was derailed by the coronavirus situation, now is a good time to look at how you can get more out of your effort. While working harder may result in more deals closing, adjustments in […]
Getting the customer’s attention in challenging times
The current coronavirus situation is, of course, creating enormous challenges for many businesses. Challenges of this magnitude will turn the customer’s attention internally. They are less likely to “make a change” in the midst of these issues. How can you provide value and/or get their attention? Identify the challenges they are facing Focus every possible […]
Managing communication when pursuing a large/complex deal
Managing communication internally with your team and externally with the customer can be the difference between winning and losing a large/complex deal! Why does communication need to be managed? When you are pursuing a large, complex opportunity there are numerous people involved and a lot of information is flying around. Just look at the themes […]