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 […]
Tag: #sales
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 […]
Clients delaying scheduling meetings?
I wish there were quick and easy answers on this topic. Suggestions you might find on the internet to, for example, offer a time limit on special pricing (and other similar tactics) sometimes do not motivate customers. Attempting this approach can undermine trust you have worked hard to build. The answers to how to create […]
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 […]
Turning “pilots” into revenue
It is relatively easy to start a “pilot” with a prospective client…particularly if it is at no charge. The common challenge…how to get the client to start paying. Some thoughts on how to get you more comfortable doing so… Create a document to manage the pilot Developing a document that outlines the pilot will help […]
Sales stalled? How to create a sense of urgency
I wish there were quick and easy answers on this topic. Suggestions you might find on the internet to, for example, offer a time limit on special pricing (and other similar tactics) sometimes do not motivate customers. Attempting this approach can undermine trust you have worked hard to build. The answers come from understanding your […]
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 […]