Complex Sales Require You to Shape How Your Prospect Sees His Solution

Complex Sales Require You to Shape How Your Prospect Sees His Solution

At its core, selling matches your product or service to your buyer’s needs. When a smart salesperson collaborates with a buyer to help shape the buyer’s vision of a solution, the buyer will be drawn to buy from that salesperson. Sounds simple enough? It’s not. In fact, it is the most difficult aspect of the sales process. Prospects buy outcomes, results, solutions. And for…

How to Produce a Great Prospect Buying Experience

Few would argue that business-to-business selling takes courage, charisma, and common sense. It has also become more complex, sensitive, and unpredictable. Buyers rewrite the purchase playbook every day by broadening the lineup of decisions makers in the mix; forgoing traditional differentiators like innovation, even price and quality; and by working to solve their own problems. Today, how you sell is more important than what…

Bring Your Well-Conceived Perspective to the Sale or Lose Your Prospect

To anyone involved in selling, it is no surprise that the business-to-business selling environment is the most challenging of all types of selling. Sellers confront buyers with far more choices that ever before. More people contribute to the ultimate decision. And the RFP process is more structured, all of which make for a complex sale. Once, prospects and customers valued salespeople for their product…

Why Can’t We See What We Must See

A few months ago, a large high-tech company ran into some costly issues with its 401(k) plan. In an effort to solve the problem, the head of human resources, at the direction of the company’s CFO, invited three provider-firms, and the incumbent, to complete an RFP (Request for Proposal). These firms were asked to make a 90-minute presentation to the retirement committee at company headquarters.…

The Power of Meeting Plans to Boost Closing Rates

You’ve heard or read these declarations from me a hundred times:  1) Prospects don’t buy products or services per se; they buy what those products and services can do to solve their problems or eliminate their issues; 2) Even though we know not to lead with our products or services, we tend to do without thinking―two reasons why prospects stall the sale. Ever have…

Use Trigger Events to Light Up Prospect Attention

I just returned from conducting a multi-city series of MERGE workshops for top sales performers. The number one complaint I heard repeatedly from attendees—how difficult it has become today to prospect for new opportunities. Most all agreed what once generated interest in prospects no longer does. Cold calls, executive emails, even referrals, have lost their ability to open doors.  Call me a contrarian, but…

Build Your Sales Playbook . . . Seriously Boost Sales

[caption id="attachment_6837" align="alignright" width="300"] Photo Credit: MSPmentor[/caption] Do you want to improve the performance of your sales team? Do you want more success from your sales pipeline? Do you want more predictability from opportunities in your sales pipeline? If so, you need to arm your sales and marketing strategy with a sales playbook. It’s a proven way to enhance the performance of your sales process,…

Push That Product to the Back of Your Brain

For decades, we’ve been told the shortest path to sales success is to understand your customer’s/client’s needs, then provide your product or service as a perfect-fit solution. Of course, you begin by figuring out your prospect’s pain points. After doing extensive research on your prospect and finding obvious results that solve the prospect’s issues, you secure a meeting. Here’s the rub. Your prospect doesn’t…

Five Steps to a Successful Sales Meeting

You finally got the meeting!    Now what? It’s hard to get a meeting with a prospect, especially under favorable conditions. Even more difficult is holding a meaningful conversation that leads to a second meeting. According to CSO Insights, 53 percent of sales organizations report fewer than half of first meetings ever turn into second meetings. That means you are constantly in the cold market.…

Offer Something More

This month in the Harvard Business Review, James C. Anderson, James A. Narus and Marc Wouters wrote an excellent article called “Tie Breaker Selling.” With today’s new hypercompetitive B2B selling environment, customers/clients are better informed and up against fierce competition in every business sector. AS a result, the ability to differentiate is much harder now. If your product isn’t strategic to the business, prospects…

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